Jun 07, 2011
Aligning sales marketing is believed to be a very difficult task. The Best of Breed are using a formula which works regardless of the size of company, the markets covered and really isn't all that hard to do.
May 12, 2011
“In consultative sales, understanding where the individual is in their buying process is critical. A tool I use myself is a transition plan, an extension to the buying evaluation plan.” Here is part 3 of Dan Lemke’s story.
Mar 17, 2011
“Understanding where the individual is in their buying cycle is critical in consultative selling. A tool I use myself as the discovery phase is nearing completion is a buying evaluation plan.” Here is part 2 of Dan Lemke’s story.
Mar 09, 2011
To align sales and marketing with difficult to understand B2B products and services, start with an external view. Focus on how individuals make decisions to buy your products and services.
Feb 14, 2011
Consultative bases sales and marketing aligned with how customers buy leads to the best buying experience. The beginning of the best customer experience.
Jan 17, 2011
Best run companies align sales and marketing in 3 main areas, a common language, a common sales process and how their customers make buying decisions, (the customers buying process).
Dec 14, 2010
Whenever I’m invited to meet with the buying committee of a prospect without first gaining trust with my sponsor’s in the company, “the hair on the back of my neck stands up”. Here is Dan Lemke’s story.
Nov 04, 2010
When our sales and marketing methods are aligned with our customers buying process we begin to create The Best Buying Experience. Focusing on the buyers needs as they make buying decisions.
Sep 28, 2010
The power of story is the missing link in effective prospecting which helps us create a human connection naturally and on purpose.
Sep 24, 2010
"First trust then business is an unwritten law of selling. I have found this to be true in all sales, whether $100’s of dollars or millions of dollars. When two or more humans have to interact in a buying decision, trust is essential" - Dan Lemke.