The Fusion Funnel Blog

Selling complex solutions
Selling Complex Solutions, Part 1
October 1, 2017

It takes significant engagement with the buying group to sell complex solutions that solve big problems.Gaps in the buying and selling process often don’t allow for full discovery. It’s easy to mis...

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Selling to buying group
Selling to the Buying Group
September 29, 2017

B2B companies no longer sell to individuals. One person isn’t making independent decisions about complex problems that impact the organization.B2B companies sell to a Buying Group.Selling to a team...

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Consultive selling
Consultative Selling (without the selling)
September 28, 2017

There’s a difference between ‘customer service’ and ‘being of service’.Customer service is about excellent execution of your SLA or contract. It’s about meeting business obligations in friendly and...

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How to align sales and marketing
How to Align Sales & Marketing
September 27, 2017

I’ve had the ‘importance of sales and marketing alignment’ conversation with a lot of professionals.Everyone agrees there’s usually a gap between departments and it’s important to address; but the ...

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Selling from the middle
Selling from the Middle (for the very small business)
September 25, 2017

I speak to a lot of very small businesses who want to grow. They’ve heard of ‘Marketing Automation’ and the importance of ‘Social Selling’ and considering an investment in sales and marketing to in...

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Stop saying IF during the sales cycle and start saying BECAUSE