Browsing All Posts filed under »Buyer 2.0«

Social: The Fifth Age of Selling

July 7, 2013


Professor Derek A. Newton of the Darden School at the University of  Virginia is credited with suggesting that there are four ages of selling. The ages start with music man and move through animated catalogue, magic formula and finally problem-solver. The music man (or woman) was most successful before the first world war but you […]

The Sales Process; SPIN or SPIV

January 13, 2013


Last year I posted and tweeted a fair amount on the subject of sales process. Many, it seemed to me, were all too focused on the success of the seller with scant regard to the buyer. I argued that even more enlightened and consultative approaches have a problem of perspective. Buyers don’t believe they are ever […]

Sales Cycles Suck

August 11, 2012


Sales cycles are a preoccupation for sales professionals? Where is the deal in relation to the cycle? Is the prospect progressing through the cycle as forecast? Organisations invest thousands of man hours in training and countless more in implementing them. There are more than two hundred and fifty titles on Amazon alone that cover the subject. They […]