BUYING JOURNEY PHASES IN B2B COMPLEX SALES
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
B2B COMPLEX SALES AND THE BUYING JOURNEY
In B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
MAKING “RICH PICTURES” WORK IN REALITY
A rich picture on its own won’t solve any problems. But use it as a mechanism to understand what the issues and solutions are, and a rich picture opens up conversations.
MAKE PROCUREMENT RELATIONSHIPS WORK FOR YOU
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
ENSURE A GREAT VIRTUAL COACHING SESSION
There are a number of steps we follow to ensure a great virtual coaching session. Here are our 5 top tips.
VIRTUAL COACHING
Virtual coaching is a coaching conversation that takes place using a method other than face-to-face. Although the coronavirus has likely propelled more coaches into virtual coaching, it’s not a new thing for us.
HOW DO LOCKDOWNS AFFECT PEOPLE’S EMOTIONS?
The Covid-19 pandemic has unquestionably been one of the biggest change events in many years. We may not associate this change event with grief, but there are many similarities to be drawn.
DECISION MAKING AT PACE IN UNCERTAIN TIMES
In the current coronavirus situation, you may not have the data you would like and historical data might be a very poor indicator of the future, but a key tip is to really think about what information you need to make decisions.
LOOK AFTER YOUR TEAM’S INTROVERTS AND EXTROVERTS
For many years those confident extroverts have been the ones getting all the airtime. Remote working is changing that and the introverts might now get their opportunity.
RUNNING EXCELLENT REMOTE WORKSHOPS – the power of visual notes
Our graphic facilitator, Emma, has sketched a great reminder of the top 5 tips for running excellent remote workshops.
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