Babette Ten Haken

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You are here: Home / Archives for decision makers

Why Status Quo Perspective is all about Context

May 10, 2017 by Babette Ten Haken Leave a Comment

Status quo perspective provides a safe haven for IoT business decision makers to avoid making decisions. The reason? It’s all about context. Business professionals who sell, design, develop, engineer and implement in the industrial IoT (Internet of Things) space know all about the status quo. Dedication to preserving status quo perspective is a silent, ever-present obstacle… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention Tagged With: decision makers, demo mindset, status quo, status quo perspective

Why Skeptical Technical Decision Makers Intimidate You

April 8, 2016 by Babette Ten Haken Leave a Comment

Admit it, skeptical technical decision makers intimidate you. So you avoid cultivating them as clients. When you do that, you dismiss and marginalize yourself professionally. That’s not a healthy professional perspective. Bottom line: Technical decision makers make you feel “less than” smart. I’m telling you right now: you are not stupid. So let’s explore your… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: decision makers, skeptical technical decision makers, technical decision makers

Become a Sales Braniac

June 10, 2014 by Babette Ten Haken Leave a Comment

Are you a Sales Braniac?  Today’s buyers and decision makers are not looking for more information. They can easily access this online. Today’s buyers and decision makers are looking for relevant and valuable insight. That means moving yourself out of order-taker mindset. Dare to become a sales braniac! How many of these habits do you… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: Buyers, collaborate, decision makers, sales braniac

Socially Engage Your Customer

May 20, 2014 by Babette Ten Haken Leave a Comment

Social engagement advances your company’s social influence. Social influence creates a solid digital footprint for your company. Social engagement creates dialogue. Is your social selling strategy one-sided or is it the beginning of a beautiful relationship? In my May 5 MidmarketIBM post, I stressed the importance of social influence on business development outcomes. There’s more involved…. [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business development, Buyers, decision makers, MidmarketIBM, social engagement, social influence, social selling

Use Your Buyer Checklist

May 16, 2014 by Babette Ten Haken Leave a Comment

I created a Buyer Checklist for you. This buyer checklist isn’t a quick fix for sloppy or unrealistic selling and forecasting habits. It’s a guideline for you to use in your account entry strategies. This is the final post of this week’s 3-part series on buyer skepticism. Let’s review what we have learned. Today’s Buyers… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: buyer checklist, buyer skepticism, Buyers, buying decisions, decision makers, white paper

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