Babette Ten Haken

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You are here: Home / Archives for sales cycle

Know Your Customer Teams

September 30, 2015 by Babette Ten Haken Leave a Comment

Customer teams are protective of their personnel. You may be interfacing with one buyer. They aren’t an entire buying team. The composition of customer teams is one of your client’s most closely guarded secrets, isn’t it? No matter how much empathy you have with that one decision maker, you know there are other decision makers… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: customer, customer teams, sales cycle, teams

Busy Chasing Sales Squirrels?

September 18, 2015 by Babette Ten Haken Leave a Comment

Sales squirrels are hot new opportunities. Sales squirrels distract us with the promise of how easy it will be to catch them and close the sale. That sale looks like it is going to fall right into our lap. S-Q-U-I-R-R-E-L !!!!!!!!!!!!! It is easy to be enticed by sales squirrels when your focus is linear…. [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce Tagged With: sales, sales cycle, sales squirrels

Small Business Long-term Selling

February 11, 2015 by Babette Ten Haken Leave a Comment

Small business long-term selling includes social dialogue. Social conversations can identify triggers for  business development. Business development activities drive revenue through your organization. From this perspective, social conversations aren’t the sprinkles on your business cupcake. These conversations become the front end of your revenue generation cycle. Let’s explore how this works. Small business long-term selling… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business development, long-term selling, sales cycle, small business, social business, social conversations

How to achieve Success with your Sales Engineer

October 9, 2013 by Babette Ten Haken Leave a Comment

Where there’s a technical side to sales, more often than not there is an individual with the title of Sales Engineer. In my experience, these professionals are some of the most important resources I have in my competitive arsenal. When I work with sales engineers, I bring them into the equation early. We work as… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: apply-as-needed-scenario, sales cycle, sales engineer, sales engineers, sales-engineering

Business Development for Technical Professionals? What’s up with that?

October 27, 2011 by Babette Ten Haken Leave a Comment

Do you even know what business development is? Don’t knock it until you understand it. And I’m addressing sales professionals as well, who perceive the business development process as synonymous with the sales cycle. It isn’t. Business development involves understanding your current and potential markets, the customers within these markets, and developing products and deliverables to… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: business development, business development process, collaboration, sales, sales cycle, technical professionals, technical/non-technical collaboration

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