What can we learn about sales and marketing from legendary sportsman Captain Blood?

For those of you who know me beyond my business pursuits, you will know that – like 100,000 other Australians – one of my passions is Australian Rules Football (to my American friends: no, this is not rugby) and one club in particular: The mighty Tigers – the Richmond football club. In our history, we’ve produced many great champions but probably the greatest of all is the legendary Captain Blood himself, Jack Dyer. Dyer was renowned for being one of the toughest men ever to play the game. Why Captain Blood, you ask? Well I answer you READ MORE

2020-10-21T16:08:17+11:00By |Sales|

Ask pain funnel questions in the right order [video]

The best pain funnel questions, asked at the wrong time, will lose you a deal you might have won if you’d asked them in the right order. https://www.youtube.com/watch?v=v-7mxhOkFgA Popular sales training company Sandler uses the term ‘pain funnel questions’ to describe the questions a sales person should ask. I’m going to show you today that their questions are good enough. If you master these good-enough questions, you'll go a long way to succeeding in sales. And if ‘good enough’ is good enough, then have a go at mastering pain funnel questions. But if you want to excel, READ MORE

Your Marketing is probably helping your competitors more than you

  Troubling the market about the wrong problem may actually help your competitor more than it helps you. Businesses spend money to fix problems or to avoid problems in the future, therefore buyers want a solution to meet their need and perceived problem. If they believe that they have a problem that a competitor solves better than you do they will go with your competitor. You may try to convince them that they actually need the solution that you offer but that will be very hard work and low yield. Instead, it is best to change their READ MORE

Buyers’ Journey and reasonable attribution

I was recently asked about use of the term the Buyers' Journey'. I first coined the term in 2003 and it has since been popularised. I'm happy for this, but do get a little miffed when others claim it as their own. Please, therefore, forgive the following rant. I've also posted this in FunnelWiki so others can comment / evolve the dialogue if they wish. I took no registered trademarks, but the term is copyrighted and trade marked under common law. I am happy for anyone to use the term, but I also believe that accurate attribution READ MORE