I wanted to let you know that “The Compelling Proposal” was just reviewed by Kirkus Reviews and the review was very positive! 

I didn’t realize this was actually a big deal until my wife informed me that authors (you know, real ones that write for a living) vie to get a review from them and live and die by their published reviews.

Thanks for your support!

Steve

In previous posts, we’ve explored the reality of significant uncertainty today in any complex B2B sale, such as “What Is Causing Uncertainty?”. As we’ve discussed, we will almost never have perfect information – and, in truth, we can’t have perfect information. This would require all of the customer’s buying influencers to be perfectly aligned on the outcomes they want to achieve and to basically be experts in what they are buying – meaning they can easily “connect the dots” between those desired outcomes and the best solution to deliver them. Think of the risk we’re taking on!

Add to that, the dynamic of being “sold to.” How many of us can’t wait for another telemarketing call during dinner when we are at home? How many of us appreciate hard sell tactics when we are at the car dealership or shopping for a major appliance? I would bet not too many (my experience is salespeople as some of the hardest to sell to – just saying).  Don’t we all want to feel we are making an informed decision? Aren’t we more willing to part with our money when we get to participate in the buying decision? And yet, too often we act like these aren’t important considerations to our B2B customers. The inevitable result is lower conversion rates and extended sales cycles with a heavy emphasis on price/discounts.