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| Page 1 of 1 | Previous | Next | BUYEROLOGY DECEMBER 16, 2008 Enable Sales & Marketing with Buyer Persona Scenarios In our new dynamic world, where nothing stays the same for any long periods of time, the difference competitively may be in the ability to anticipate. Many successful corporations have stayed ahead of the pack due to their ability to read the market and anticipate how their customers will behave. In sports, accuracy is tied to anticipation. For example, an All-Pro quarterback is often touted for his pinpoint accuracy. Buyer personas give us a good snapshot of buyer background and attributes as well as relevant goals and motivations. | BUYEROLOGY MARCH 27, 2008 Persona Centric Selling®: The New Science of Selling For many sales executives today, the world of selling in the past ten years has changed at a faster pace than anytime in the 20th century when the sales profession grew in prominence. The advent of technology and the Internet has made selling a buyer-driven adventure versus sales-driven. For instance, buyers today may spend as much as three months researching products or services before ever engaging a sales professional into the buying process. This is the biggest transition facing sales executives and selling professionals today. What the heck is going on? So, what is needed? | | | | | |
| BUYEROLOGY APRIL 2, 2008 Where is the Future of Selling Headed? I recently read and listened to on Brian Carroll's blog, B2B Lead Generation Blog , an interesting Podcast about the new role of sales as expert content filters. Brian brings up the notion that today's role for sales people has changed due to the advent of the Internet. Therefore, allowing buyers to take control away from marketers and sales professionals. agree with this and it has made for a complex world indeed. So, where is the future of selling headed? What is the role of sales professionals in the future? Brian offers one view of sales professionals being expert content filters. | BUYEROLOGY APRIL 7, 2008 Reasons Why Sales Forces Must Change and What They Must Do When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. We were tested on the ins and outs of a specific product. Contests were held to see who knew about the product intently and expertly. And merit was based on superior product knowledge. Product managers fed sales forces with detailed descriptions of feature after feature. Creating that compelling feeling that we needed to espouse every feature in detail to our "prospect" because it meant a sale was going to be made. Product comparisons are like splitting hairs. | BUYEROLOGY APRIL 24, 2008 Two Buyer Trends Affecting Sales and Selling Profession If you think about one of your most recent household purchases, such as a car, grill, or even a lawn mower, it is a safe bet you found yourself on the Internet. You were pouring over specifications, opinions, consumer reviews, buying experiences, and where to buy. On some of these items, you were pleasantly surprised to find that you can "customize" the product to your specification and even have it shipped to your front door! Remember, just a short few years ago, when we were first able to use the Internet for so called "research." | BUYEROLOGY MAY 13, 2008 Bridging the Gap Between Sales & Marketing with Buyer Personas The issue of sales and marketing alignment has been floating in the corporate hallways for several years now. What I am finding most interesting is that the definitions surrounding the "sales & marketing alignment" conundrum are, to use the proverbial expression, all over the map. What prompted me to think about this was Dave Stein's post, Marketing's Knowledge of Salespeople , on his Commentary on Sales Leadership blog. " I am sure some will find this to be quite a provocative statement. Like Dave, I served as a VP in both sales and marketing. | | | | | | | |
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