E-commerce is on fire and has sped forward 10 years within the last year. There are no signs of it slowing down. In fact, it appears that consumers have changed buying patterns and aren’t going back. Similarly, B2B has seen an increase in drop shipments, and it continues to trend up. UPS and FedEx have […]
Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. This is an all-new economy with all-new rules. Among them: this is a buyer-driven marketplace. To […]
In the last two months, we have participated in at least 4 or 5 different economic updates from the perspective of the local area, the region, the state, the nation and the global economy. We have also participated with a group of global consultants to discuss the economy and what impacts are likely around the […]
It’s time for fresh thinking! Start by building a buyer-verified pipeline. That means taking all sales pipeline inputs and then checking them against what your buyer confirms is important in each pipeline stage.
To sum up: you cannot make good decisions just by looking at data all day. Connections really are everything—even in a pandemic. Getting out from behind the desk and scheduling video time with your team and with your customers is not a temporary trend. This is how managing is done now.