by Sherry Nicols | Feb 21, 2013 | Buyer Behavior, Buying Process, Customer Experience, Sales Process
You’ve most likely seen the Mayhem GPS commercial. “I’m your GPS. Turn right up ahead. You never update me. So now, I just have to wing it. I meant, turn left up ahead. Recalculating. TURN RIGHT NOW!” followed by a colossal wreck involving...
by Ray Bonis | Oct 26, 2012 | Buyer Behavior, Changing Seller Behavior, Selling Skills
Recently I put my instructor hat back on and did a six-week international tour spanning four continents. I was expecting there would be some completely different selling environments than I’m used to in the USA and while that did happen to a degree, I was far...
by Ray Bonis | Aug 17, 2012 | Buyer Behavior, Handling Buyer Objections, Sales Prospecting, Sales Tips
Sales prospecting can be tough and very frustrating, if you don’t understand how to work with gatekeepers. I’ve often asked myself, “Why are gatekeepers so darn evil?” Well, the answer is they’re not, but I’ll get to that later....
by Sherry Nicols | Jul 18, 2012 | Buyer Behavior, Buyer’s Criteria, Changing Seller Behavior, Sales Methodology
The Paradox of Choice. With so many media choices available how do local businesses’ choose what’s best? I recently attended a BIA/Kesley webinar entitled Local Media Sales Performance. The webinar reviewed the findings from a survey they conducted with...
by Mike Bybee | Aug 17, 2011 | Sales Methodology & Process, Sales Prospecting, Selling Skills
Sales people are often told that the key to prospecting is to find business problems that haven’t been solved yet, and then demonstrate how their products or services can solve them. That’s a simple concept, and it’s difficult to argue with the logic...
