Podcast Series: Enabling the Buyers Journey
Join Sharon Drew Morgen, best selling author of Selling with Integrity and Dirty Little Secrets, and Richard Berkman, Vice President of Sales Enablement Strategies for Qvidian, as they discuss how sales professionals can improve their close rate using the Buying Facilitation® model.
Session 1: What's the difference between selling and helping someone buy?
We know how to sell, but only close a fraction of our prospects. Why? We know they have a need, but only 7%of them buy. Why? And what else should we be doing to help manage the buying decision?
Listen Now (Time: 10:48)
Session 2: What is the buyer's journey?
Until or unless buyers manage all of the back-end, off-line issues they need to handle before bringing in a new solution, they will take no action. Hear Sharon Drew and Rich discuss all of the elements buyers must handle before they can buy anything.
Listen Now (Time: 10:00)
Session 3: How must sales shift to incorporate the buying journey?
Currently, sales only handles the needs assessment and solution placement portions of the elements within a purchase, and has no skill set to manage the behind-the-scenes issues buyer go through before they can buy. What needs to change in the sales model to address the buyers private journey?
Listen Now (Time: 18:13)
Session 4: Melding sales with Buying Facilitation®: How to influence the buying decision from the first call.
We use the sales model, but have not yet added a specific skill set to help manage the idiosyncratic journey buyers must make to get the necessary buy-in for a purchase.
Buying Facilitation® AND sales will increase your sales by a minimum of 200% with, or without, marketing automation.
Listen Now (Time: 27:34)
Use Qvidian's Sales Playbooks to give your sales team the tools to influence the buyer's behind the scenes decision making process.
Buying Facilitation® is a decision facilitation model that is used as an additional tool for sellers, specifically to help buyers walk through all of the back-end and usually private issues they must address as they consider making a purchase.
Until now, sellers have not been able to enter in this private domain, leaving buyers to figure out how to address buy-in issues. But now, with our expanding series of playbooks, we are making Buying Facilitation® available as an added tool to help sellers find, influence, and close deals more efficiently.
Qvidian's Sales Playbooks, in conjunction with Buying Facilitation®, will help you:
- Reduce ramp up time (new salespeople / messaging)
- Drive shorter sales cycles
- Achieve higher win rates / increased revenue
- Improve forecast accuracy
Contact Us to Learn More
Sharon Drew's Websites: www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com
Contact Qvidian to see a demo of these playbooks in action.
