The Buying Process or Cycle refers to a framework of stages a consumer moves through on a path to purchase. Buying stages often include: awareness of problem or need, solution research, evaluation of options, purchase, and purchase evaluation.
According to SiriusDecisions, around 67 percent of the buyer’s journey is now digital. What does that mean for your sales team? Well, by the time your sales rep speaks with a prospect that prospect is already familiar with your competitors, your product, has heard a few sales pitches, and is quite close to making a […]
The rise and evolution of sales acceleration in recent years is forcing reps to improve the quality of engagement on sales calls in order to earn the buyers’ time. Sales acceleration has been a hot topic in recent years. However, even though we can make lots of calls and send lots of emails with the […]
The NBA and NHL playoffs provide us with a handy analogy for sales teams. In fact, there’s one aspect of hockey and basketball that seems to stand out in today’s sales environment: “the assist.” While sales has traditionally been a solo sport, like tennis or golf, today’s sales environments more closely resemble team sports like […]