Category: Buyer

Is Your Call To Action Too Late?

Is Your Call To Action Too Late?

A B2B customer can be 90% of the way through the buying cycle before they even engage a sales person. Is your call to action too late? Typical call to to actions like "contact us" or "request a demo" only work when the buyer knows what they want. How can you engage your customers sooner?
Start With How, Not Why

Start With How, Not Why

Simon Sinek argues in Start With Why that "People don't buy what you do, they buy why you do it." I disagree. People buy the how, not the why.
3 Questions to Ask Before Responding to a RFP

3 Questions to Ask Before Responding to a RFP

Request for Proposal are onerous and time consuming, and the win rate is abysmal. If you're going to respond to RFPs be sure you will win. Ask these 3 questions before responding to any RFP.
Short Circuit The Sales Process: Lead With A Hypothesis

Short Circuit The Sales Process: Lead With A Hypothesis

Lead with a hypothesis. You don’t have time to ask a prospect how you can help them. They expect you to know the answer before you even start.
Sales Tactic: Use A Door Opener

Sales Tactic: Use A Door Opener

Customers mitigate major purchase decisions by hedging. It's a natural part of the buying cycle. Instead of fighting or avoiding the hedge, use a Door Opener to initiate the sale.
Two Stages of Demand Generation

Two Stages of Demand Generation

Generating leads for your business has two fundamental components: attraction and engagement. Each on its own is not enough. You’ve got to put them together in creative ways to make your brand more findable, referable, memorable and desirable.
The #1 Sales Obstacle: INACTION

The #1 Sales Obstacle: INACTION

The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
Making Your Customers’ Shortlist

Making Your Customers’ Shortlist

One of the great challenges of the information age is information overload. We have access to too much information ...
Sales People Are Not Enough, Buyers Have Changed

Sales People Are Not Enough, Buyers Have Changed

Sales isn't all that different than it was thirty or forty years ago. E-Commerce didn't displace sales people as ...
Insights from Sales: Wins & Losses

Insights from Sales: Wins & Losses

My grade 6 teacher, Mrs. Dixon, used to bellow, "You have two ears and one mouth so you can listen twice as much ...
The Rise of Consumer Marketing in B2B

The Rise of Consumer Marketing in B2B

Until recently, business-to-business (B2B) companies have relied on traditional sales models – relationships, ...
It’s Time To Rethink Sales. Your Buyers are in Control.

It’s Time To Rethink Sales. Your Buyers are in Control.

Sales hasn't changed all that much in the past century.  NCR created the first sales training program in 1894.  It ...

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Jeremy Miller

Top 30 Brand Guru

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