Sales & Marketing Performance Center

• Recent Articles
• Current RainToday Article
• Current Miller Heiman Article
• GIT R DONE: Executing Your Lead Generation Plan
• Two Practices For One Great Outcome: Winning Results
• The Three Rs Of Service Branding: Reach, Recognition, And Reputation
• Do You Know What Your Customers Want?
• Get In Step with Your Customer's Buying Process
• Staying Top of Mind (Without Being a Pain In The Neck)
• Power of the Marketing Pyramid
• Wildly Worried or Happily Coasting?
• From Poor to Perfect: Launching a CRM
• Client Relationships that Produce Results
• Cold Calling Works: You Just Do It Wrong
• Got Marketing? Align for Enhanced Results
• 23 Questions You Should Ask When Building Your Marketing Strategy
• Sharpen Your Customer Focus Efforts
• Boost Your Close Rates with a Joint Venture Approach
• 80 Percent Syndrome: The Harmful Habit That's Hindering Your Sales
• Establishing Key Business Relationships through Online Social Networking
• Building Credibility With New Clients
• Boost Win-Rates Through Better Deal Management
• Avoid Year-end Panic with Deal Reviews
• Full Article Archive

• Podcasts
• Harmonizing Your Sales and Marketing Departments

Provided by:

Uncomfortable presenting to Senior Executives?

We can help. Learn to tailor the way you sell to the way they make decisions, with Executive ImpactSM.

Learn More

Provided by:

Have buying decisions moved to a higher level in your customers' organization?

Match your presentation to how executives make decisions with Executive ImpactSM.

Find A Workshop Near You

Get In Step with Your Customer's Buying Process

Content Provided by Miller Heiman

Learning the Steps

In the sales arena, as on the dance floor, misperception can really put a salesperson off beat. Like any dance, navigating through a sale depends on how well the two parties understand each other.

Prospects searching for solutions can go online for information (accurate or not). You may not be aware of just how much they know about your company and your products.

Dancing in Unison

A sales professional must recognize that the buying process is often moving long before the selling process begins. Without a thorough understanding of where your partner is on the dance floor, opportunities to step on toes abound. You might overlook a need, miss the urgency of their situation, ask for commitment too soon, or propose an irrelevant solution.

Download the entire tip now!

Register to download this sales tip