Things to understand for your sales legal agreement basics with customers. Rather than replacing years of law school, which I never attended. The following is an attempt to give you a framework against which you can check what you have now. Or use the information to generate a new legal agreements. Here are some legal agreement basics to consider. Some of these can seriously affect the … [Read more...] about Legal Agreement Basics
Becoming an Expert
Making Sense of the Information
This is the information age - it's easy to create, distribute and publish information. Not just bad information, lots of good information. Consider when you are buying something how you go about it. You have a wealth of information instantly at your finger tips which seems authoritative and trustworthy. A recent report by Gartner. They found that 55% of customers surveyed say they encounter an … [Read more...] about Making Sense of the Information
Being Experts
Complexity is the opportunity These days things are complex. Markets, businesses and business models are changing irrevocably. Those with the 'domain' knowledge generally are not sharing it. There is a lot of nuance that can change situations greatly and make big differences. Navigating this environment for a buyer is hard. If they are not immersed in something everyday - when they do it is … [Read more...] about Being Experts
Intelligent Persistence is Gold
Timing is everything. Timing is an important part of sales. Most people aren't in 'buying' mode all of the time. In complex sales, usually the products or services being offered by a supplier is something that requires planning, consideration and focus. So because a prospective buyer organisation isn't in the mode now, doesn't mean they won't be at some point. If someone is looking like an … [Read more...] about Intelligent Persistence is Gold
The Death and Re-Birth of the Salesperson
Sales in the Information Age The information Age is changing many things. Marketing connected to Artificial Intelligence (AI), technology and massive amounts of data is increasingly exploiting the Information Age to mean that most buyers are empowered as never before. Simple sales are disappearing. In this world ‘sales’ people are no longer required in many business-to-consumer (B2C) and … [Read more...] about The Death and Re-Birth of the Salesperson
Storytelling
This post is a companion post to the Build Your Sales Tribe Book section on Storytelling. If you own the book, thanks for visiting. If you don’t own the book, find out more here: www.salestribe.co.uk Make me care For thousands of years information and knowledge has been relayed between people using stories. People use stories as an authoritative way of receiving and sharing information. … [Read more...] about Storytelling
