applied know how
What is the real answer to the Wolf of Wall Street challenge: Sell me this pen?
Anyone who’s seen Martin Scorsese’s The Wolf of Wall Street knows the scene. In the last few moments of the film, Leonardo DiCaprio, portraying Jordan Belfort asks a room full of salesmen at a seminar to sell him a pen. DiCaprio hands a pen to one salesman, who begins describing it: “It’s an amazing pen…” Not satisfied, Mr.… Read more
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more