Tag Archives: Decision Process

You’re wrong again, my friend

October 28, 2011 – 7:23 am

As my friend and business associate knows, the snarky title of this post is said with a smile…  He IS, however, a little off on his reasoning in a recent post of his own.  He begins by saying,
“Engaged in friendly, spirited banter with a business associate the other day. We had just returned from a [...]

By Todd Youngblood | Posted in Value Propositions | Also tagged , , | Comments (1)

Forget About “The Buyer’s Journey”

January 19, 2011 – 8:18 am

Don’t get me wrong. The notion of “The Buyer’s Journey” was a great leap forward – was. It remains extremely useful as a concept to prevent a “blinders on” focus on your sales process. Yes, you must have and follow a proven sales process; one that by definition is [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged , , , , | Comments (1)

The King Of Financial Justification

July 29, 2010 – 5:08 am

Based on the analysis done by your team, the IRR for this investment is 67%.
Someone or something always comes out on top.  And as you might guess, it’s true for the financial analysis and justification a sales rep can prepare and present.  Internal Rate of Return (or IRR) enables a rep to use a single [...]

By Todd Youngblood | Posted in Finance | Also tagged , | Comments (3)

The Time Value Of Your Customer’s Money

July 19, 2010 – 7:21 pm

Mr. Customer, the net present value of the investment I’m suggesting is $377,000.
That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business.  Just a tad more compelling, wouldn’t you agree?
This is the fifth post in a series about selling with [...]

By Todd Youngblood | Posted in Finance | Also tagged , | Comments (1)

3 Key Questions About Your Customer’s Decision Process

April 12, 2010 – 10:25 am

Knowing your customer’s decision process is critical, but not enough.  There’s also the requirement to understand decision criteria and what it is about those criteria that make them important.

By Todd Youngblood | Posted in Best Practices, Value Propositions, Video | Also tagged | Comments (2)

Sales Rep Lame Excuse #83

March 30, 2010 – 5:48 pm

“They just made an unbelievably poor decision.”
Did you ever watch a customer or prospect make a bad decision?  OK, dumb question…  We’ve all lost deals because the guy on the other side of the desk just flat didn’t do a good job of making the decision.  And because we hold the customer’s best interests near [...]

By Todd Youngblood | Posted in Best Practices, Process Thinking | Also tagged | Comments (4)

Synchronize Your Sales Process With the Customer’s Decision Process

March 23, 2010 – 2:05 pm

Timing is everything!
Editors tell authors to never ever start a blog post with a cliché. Despite appearances, I always follow that advice, and here’s why the above – when applied to selling – is most definitely not a violation of that writer’s rule. Competition is intense. Depending on [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged , | Comments (5)