Clearly understanding your customer’s buying milestones is essential to pipeline visibility. Without clearly understanding where your salespeople are in the customer’s internal buying process, you can’t know if a particular opportunity is merely possible, probable, or a sure close. Assuming salespeople and their managers are managing the pipeline based on clearly defined customer buying milestones . . .
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The question was straightforward and profound: “How should we leverage our partners so that they can be an off balance sheet sales force?”
That’s the question a client recently asked as they looked to drive sales on limited resources in a down economy.(Sound familiar?) The client had been regularly offering combined solutions with partners . . .
Sales messaging is a word thrown around a lot these days and like any other term its usage defines it. But that said, we believe sales messaging is at its core something really simple – the conversations between salespeople and customers. When salespeople meet with customers they are presenting your company, they are explaining what . . .
The chances are good that you have a well-understood selling process. Most companies do, and they’ve invested a lot of time effort developing it and training salespeople around it. But in all the flurry of activity around their selling many companies unfortunately forget one thing – their customers.
How do our customers buy? Isn’t . . .
Once there was a CIO who read a magazine. He saw an ad for a new server tool that would revolutionize his business. The ad said “Simplify Your Server” and featured a picture of a server tower falling into a rippling pool of water. The CIO saw other ads and he began to hear some . . .