Leadership Quotes – April, 2015

Leadership Quotes – April, 2015

A summary of leadership quotes and other tweets during the month.

  • A business that makes nothing but money is a poor business. – Henry Ford
  • A good mentor will teach you how to think, not what to think. @ValaAfshar
  • A leader takes people where they would never go on their own. – Hans Finzel
  • Any time you ask for less than 30 minutes, you are doing yourself a disservice. @FrontlineMike
  • Businesses that are purpose-driven come out on top. @Inc
  • Citrix VP of CX encourages women to bring their daughters to work to inspire them. Bravo! @LizPrc
  • Everything is driven by the customer. – Andy Markowitz
  • I would rather choke on greatness than nibble on mediocrity. @MichaelBurt
  • Leadership is the ability to hide your panic from others. – Lao Tzu
  • Marketing is the matchmaker, but sales needs to do the dating. @HubSpot
  • Marketing is the right message to the right person at the right time. – Rishad Tobaccowala
  • Normal is average and average is failing. @GrantCardone
  • Openness happens after people feel heard. @LeadershipFreak
  • Right people, right process, right tools. @SolutionSelling
  • SDRs should think like educators, connecting and sharing. @SalesLoft
  • The ABC’s of Sales Leadership: Always Be Coaching. @LeaderChat
  • The best email open and reply rates are at the edges of the day. @BridgetGleason
  • The leaders surround themselves with good people who become good leaders. @SteveGutzler
  • Think differently in everything you do. @Benioff
  • What gets inspected gets done. Your best weapons are the questions you ask. – Lauren Bailey,
  • Without deviation from the norm, progress is not possible. – Frank Zappa
  • You will do more good if you aim to serve more than you aim to please. @ExpertLeaders
  • Your real strengths are what you do well, not what you think you do well. @LeadershipFreak
  • Your success is entirely driven by your culture. @SteveSSingh

All contents copyright © 2015, Josh Lowry. All rights reserved.

Four Buyers in EVERY Complex Sale

Four Buyers in EVERY Complex Sale

A complex sale exists when two or more people must give their approval or input before a buying decision can be made. While multiple factors go into creating effective sales strategy, identifying and positively influencing all of the people involved in the buying process is critical. According to sales training company Miller Heiman, the same four buyers are present in every complex sale (certain buyers may assume more than one role). Each buyer has a different focus and reason for deciding to move forward. Each buyer must be persuaded to close the deal. The four buyers are:

The coach’s role is to give you the information that you need to effectively manage the sales process to close. Coaches help you interpret and provide information about 1) other buyers inside the organization, 2) other elements of the strategic sales analysis to be considered and 3) validation of the sales objective. In every sale, you should develop at least one coach. Coaches are trusted within their organization. The coach’s primary focus is on helping the seller achieve the sales objective. Coaches ask, what can I do to ensure the organization chooses the product?

The economic buyer’s role is to give final approval and release dollars to buy your product. They can also reallocate funds within the organization to make investments. While the economic buyer can say yes, they can also say no when the other buyers have already approved the purchase. The economic buyer’s primary focus is on 1) how the product will impact the organization and 2) what return the organization will receive on its investment. There is only one economic buyer for each sale, but the role may be performed by a board, committee or team.

The technical buyer’s role is to screen out products based on specifications or technicalities. They are the gatekeeper for the economic buyer. Technical buyers cannot say yes, but can say no. They often say they are the economic buyer. Technical buyers make judgments based on measurable, quantifiable aspects of the seller’s product or proposal. The technical buyer’s principal focus is the product itself. They match the product to specifications in their area of expertise. They ask, does the product meet our technical requirements?

The user buyer’s role is to make judgments about the product’s impact on their personal or team’s job performance. The majority of people fall into the user buyer category. The user buyer’s primary focus is on the impact the product will have on the job to be performed. The selection is personal because the user buyer will actually use or supervise the use of the product. Consequently, there is a direct link between the product and the user buyer’s success. User buyers ask, how will the product work for my department or for my job?

Strategy is what you do before meeting with customers. Tactics are what you do during customer meetings. You can create effective sales strategy only when you identify the four buyers present in ever complex sale. When you do not identify them, you are at risk of only talking to people with whom you feel comfortable or with whom you perceive as having the right titles. Those individuals may or may not be the right people. The four buyers in every complex sale must always be identified and positively persuaded to consistently close deals.

All contents copyright © 2015, Josh Lowry. All rights reserved.


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