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Digg it UP - The Key to Sales Growth? Understand the Buyer!
An extranet is a web-based tool that provides a secure environment for the organization and exchange of documents and information among a defined group of users.Extranets are often used to support team collaboration in circumstances where the team members are geographically dispersed or are drawn from variety external organizations. Examples include a group of departments within a company that collaborate on a common project, or service companies that collaborate with a variety of outsi
The question is not “how do project our sales process onto the buyer?” The real question is “how do we facilitate
You've found a job that seems perfect for you, you send off your CV and keep fingers crossed you get short listed. You wait, and after a week or so you get the letter, but it's the regret to inform you letter, so what's gone wrong?It may be nothing to do with you! Sometimes it could be nothing to do with you. It may be outside of your control. You may not get short listed because the job is already filled but the company policy is such that they have to go through the m
Unfortunately for all buyers, each selling organization and their individual sales professionals are unique and often require immense amounts of energy to build a relationship with. This keeps buyers guessing, which in turn keeps the sales organization guessing. It’s a constant game being played out across offices across the country.
To help both sides, it may be prudent to go back to root cause of these ambiguity. The only common denominator across all sales organizations and all buying organizations is the dollar sign. Surprise! Buyers and sellers are concerned about the same thing! The buying organization wants more revenue through decreased revenue; the selling organization wants more revenue through sales. The bottom line-- we all want more revenue.
The item that keeps most C-level executives up at night is how to engage in the global marketplace to increase revenue or reduce costs—that’s it. All decisions being made today, whether it’s compliance to new laws, expansion into new markets, or whether to lay anyone off, can be traced back to these two sides of the dollar sign. The key for many companies is to focus on aligning marketing, sales, and customer service functions to that common dollar sign--but this is easier said than done. What many companies fail to do is to align these systems to the buying organization and their actual buying processes instead of forcing their process onto the buying organization.
This approach can be summarized as:
(1) Know your customer,
(2) Know your product,
(3) Be ready for the customer to buy, and
(4) Stay engaged with the customer after the sale.
Many organizations train their sales professionals, marketing departments, and customer service representatives on their product, but stop there. As a result, they have spent millions of dollars on training with little results. The problem with this approach is quite simple; they have not first asked “what is the process the buying organization uses in relation to these four phases?”
Believe it or not, the occupation that must understand this question absolutely and definitively is the sales profession. This is because the sales profession has the responsibility for converting market demand into revenue for the selling organization by understanding the desire to increase revenue in the selling organization. Sales professionals fill a critical position in any company by spanning boundaries from one organization to the other. The sales organization (sale professionals, and all supporting infrastructure) must build relationships, understand the customer, and articulate how bring value to the lives of their buyers. This in turn helps the subsequent customer. Sound confusing? Try doing it with a CFO of a telecom firm in the morning, a VP of Marketing in an IT software firm at lunch, and a CEO of a fortune 1000 at night!
The question is not “how do project our sales process onto the buyer?” The real question is “how do we facilitate
With the lack of nurses in the United States and Canada, hiring has actually extended to the international scene. There are hospitals and companies that have started recruiting from the Philippines, South Africa, United Kingdom, Canada, Australia, New Zealand, India and others.If you are from one of these countries and are interested in working in the US or Canada as a traveling nurse, there are certain credentials that you will have to meet. You have to be a graduate from a 3-year gen
To help both sides, it may be prudent to go back to root cause of these ambiguity. The only common denominator across all sales organizations and all buying organizations is the dollar sign. Surprise! Buyers and sellers are concerned about the same thing! The buying organization wants more revenue through decreased revenue; the selling organization wants more revenue through sales. The bottom line-- we all want more revenue.
The item that keeps most C-level executives up at night is how to engage in the global marketplace to increase revenue or reduce costs—that’s it. All decisions being made today, whether it’s compliance to new laws, expansion into new markets, or whether to lay anyone off, can be traced back to these two sides of the dollar sign. The key for many companies is to focus on aligning marketing, sales, and customer service functions to that common dollar sign--but this is easier said than done. What many companies fail to do is to align these systems to the buying organization and their actual buying processes instead of forcing their process onto the buying organization.
This approach can be summarized as:
(1) Know your customer,
(2) Know your product,
(3) Be ready for the customer to buy, and
(4) Stay engaged with the customer after the sale.
Many organizations train their sales professionals, marketing departments, and customer service representatives on their product, but stop there. As a result, they have spent millions of dollars on training with little results. The problem with this approach is quite simple; they have not first asked “what is the process the buying organization uses in relation to these four phases?”
Believe it or not, the occupation that must understand this question absolutely and definitively is the sales profession. This is because the sales profession has the responsibility for converting market demand into revenue for the selling organization by understanding the desire to increase revenue in the selling organization. Sales professionals fill a critical position in any company by spanning boundaries from one organization to the other. The sales organization (sale professionals, and all supporting infrastructure) must build relationships, understand the customer, and articulate how bring value to the lives of their buyers. This in turn helps the subsequent customer. Sound confusing? Try doing it with a CFO of a telecom firm in the morning, a VP of Marketing in an IT software firm at lunch, and a CEO of a fortune 1000 at night!
The question is not “how do project our sales process onto the buyer?” The real question is “how do we facilitate
1. Scale down office space. Office space is very expensive. What if you could eliminate the costs by working from your home office? By hiring a VA, you can reduce or eliminate rent costs. A Virtual Assistant works from their own office, so there’s no need for additional space or trying to cram 2 people in a small home office.2. No need to buy additional office equipment and software, and access to upgrades. Purchasing quality office equipment costs money, money that you may not wan
This approach can be summarized as:
(1) Know your customer,
(2) Know your product,
(3) Be ready for the customer to buy, and
(4) Stay engaged with the customer after the sale.
Many organizations train their sales professionals, marketing departments, and customer service representatives on their product, but stop there. As a result, they have spent millions of dollars on training with little results. The problem with this approach is quite simple; they have not first asked “what is the process the buying organization uses in relation to these four phases?”
Believe it or not, the occupation that must understand this question absolutely and definitively is the sales profession. This is because the sales profession has the responsibility for converting market demand into revenue for the selling organization by understanding the desire to increase revenue in the selling organization. Sales professionals fill a critical position in any company by spanning boundaries from one organization to the other. The sales organization (sale professionals, and all supporting infrastructure) must build relationships, understand the customer, and articulate how bring value to the lives of their buyers. This in turn helps the subsequent customer. Sound confusing? Try doing it with a CFO of a telecom firm in the morning, a VP of Marketing in an IT software firm at lunch, and a CEO of a fortune 1000 at night!
The question is not “how do project our sales process onto the buyer?” The real question is “how do we facilitate
Imagine for a moment that one of your best programmers comes to you and says, "Sorry boss, but I'm leaving for a startup with more opportunity." There are lots and lots of questions to ask, but let's focus on one: "What will it cost to replace her?" Here's a quick breakdown of the direct costs, assuming that her salary is $120K and it takes you three months to find and hire a replacement:3 months unfinished work$40000 Recruiter fees$24000 30 hours of your time train their sales professionals, marketing departments, and customer service representatives on their product, but stop there. As a result, they have spent millions of dollars on training with little results. The problem with this approach is quite simple; they have not first asked “what is the process the buying organization uses in relation to these four phases?”
Believe it or not, the occupation that must understand this question absolutely and definitively is the sales profession. This is because the sales profession has the responsibility for converting market demand into revenue for the selling organization by understanding the desire to increase revenue in the selling organization. Sales professionals fill a critical position in any company by spanning boundaries from one organization to the other. The sales organization (sale professionals, and all supporting infrastructure) must build relationships, understand the customer, and articulate how bring value to the lives of their buyers. This in turn helps the subsequent customer. Sound confusing? Try doing it with a CFO of a telecom firm in the morning, a VP of Marketing in an IT software firm at lunch, and a CEO of a fortune 1000 at night!
The question is not “how do project our sales process onto the buyer?” The real question is “how do we facilitate
Introduction: Maslow in the Big AppleAbraham Maslow was born in New York in 1908 to poor, uneducated Russian immigrants. He was the oldest of seven children, and therefore pushed by his parents to succeed in education where they had not. Originally studying to be a lawyer, he found it to be of little interest and eventually shifted over to psychology where he excelled. Maslow went on to receive his PhD in Psychology at the University of Wisconsin, under the tutelage of
The question is not “how do project our sales process onto the buyer?” The real question is “how do we facilitate the customer experience?”
As an example, how would your organization sell to the federal government? Would it be easy to do so if your organization had never done it before? The reason why it is difficult to sell to the federal government lies in difficulty of understanding how the federal government procures their goods and services. By understanding how the government buys obviously helps companies understand how to sell. This needs to happen in every industry, with every buying customer. Unfortunately, this crucial understanding is often overlooked, at the expense of driving lop-line growth.
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