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.

“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.

“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.

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.

Consultative bases sales and marketing aligned with how customers buy leads to the best buying experience. The beginning of the best customer experience.

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).

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.

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.

The power of story is the missing link in effective prospecting which helps us create a human connection naturally and on purpose.

"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.