The Biggest Mistake in Sales Messaging – And How to Avoid It Customers follow a predictable process when making decisions. And that helps us when it comes to crafting our sales messaging. The Buyers Journey Here you see a model of the buyer’s journey....
An Opponent to My Solution Called to Ask Questions – Is That a Good Sign? We’ve been discussing forms of engagement that are often confused for sales advances. Remember, in this context we’re using the term Sales Engagement to differentiate it with...
Are You Mistaking These Proposal Engagements for Sales Advances? Around proposals there are three forms of customer engagement that are often confused for sales advances. These often fool salespeople into wasting huge amounts of time on prospective business that will...
Are You Mistaking Engagement for Advances? In my workshops I have discovered that there are a number of interactions with a possible client that are generally positive but do not technically qualify as advances because they don’t represent commitment, or they lack the...
