Buyer Demand Generation Sales Management 
The Pipeline
NOVEMBER 28, 2011
The Pipeline Renbor Sales Solutions Inc.s It’s About the Buyer, Stupid! Sales eXchange – 125. Stored in Attitude , Business Acumen , Compete , EDGE Sales Process , Interactive Selling , Proactive , Sales 2.0 , Sales eXchange , execution. .” It’s About the Buyer, Stupid! April 2008.
SBI Growth
AUGUST 8, 2012
Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.
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SBI Growth
NOVEMBER 7, 2013
Do you have to increase your demand generation efforts to get new leads? Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that? What/How do I train my sales people to generate more demand?
SBI Growth
DECEMBER 24, 2012
(Deciding to better understand how your Buyers buy is a GREAT decision!). Failure to Map the Buyer’s Journey. Again and again, we encounter sales leaders who are certain they know their customers. Today’s Buyers are educated. Without researching how customers make a purchase decision, your sales force could be misaligned.
The Pipeline
MAY 13, 2011
My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Buyers buy from people they like (and respect).
The Pipeline
FEBRUARY 20, 2012
The Pipeline Renbor Sales Solutions Inc.s Flaunt Your Next Steps – Sales eXchange – 137. By now you would think that there are few if any sales people who do not understand the importance of “next steps” in sales. This why, the next step is the objective of any interaction with a buyer.
The Pipeline
AUGUST 8, 2011
But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. But if that desire manifests itself in the wrong way, they tend to disaffect buyers. Demand Generation. Sales Cycle.
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