SLOW DOWN.

And I don’t just mean in the holiday sense of slowing down and enjoying life - I do mean that, too.

One of my customers, a CEO and serial entrepreneur, told his CSO and VP of Sales in my presence a month or so ago that, “Susan’s sales process is slower, but I believe it will yield more customers in the long term.”

’Tis the season of proposals! So when do you pop the question to your buyer? If you’ve been a good co-driver, then tying up the business should be a nice, pleasant ride.

Demos are an important tool, especially in high tech and SaaS marketing. But I see a lot of companies wasting their time, using demos the wrong way. Let’s change that.

So I’m going to tell you about some buyers and their behaviour and I want YOU to put everything you have learned together and tell ME whether you think that buyer will buy, or not.

Ready for this little game? The loser gets pushed out of the canoe. : )

When it comes to B2B sales leads, the starting point makes a HUGE difference. Did your buyer come to you? Or did you reach out to the buyer? Here's why it matters.

I promised that I would give you some questions to use to get your buyer back on the highway so that you can get them closer to a buying decision.

But first … how comfy are you asking questions?

Today, we are going to chat about the problems you solve for your buyers. And how different problems predict the probability of a successful sale and the speed with which your buyer will drive to buy from you.

Not all B2B buyer problems are created equal.

Since WHEN in your whole business life has a buyer just happened along, knocked on your window, and said, “Hey, you goin’ somewhere? I’d like to hop in. Sounds fun. I have all the time in the world.”?

NEVER.

We want your sales and marketing roadmap to be so tangible that it can be given to new sales and marketing staff or even to channel partners.

Might take you months or even years to figure out the right sales and marketing roadmap for your company. Depending on how fast you move. How complex your sale is.

Would you get in the car with just ANY driver? Some yahoo on the street you have never met?

I hope not.

Not every buyer is a good driver.

And not every buyer will get you to the destination, which is the City of More Customers for your company.

Talking about what you need to pack for this l-o-n-g and interesting road trip with your buyer. LOTS of companies want to go on this road trip with me.

Probably 30 to 50 companies a year. But not all of them are up to it. They just aren't ready to accelerate revenue. Yet.

I'm heading off on a road trip today. Are you coming along?

The road trip is all about the way your buyers buy. And we are on the way to the City of More Customers. More of YOUR customers, that is.