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QAspire Blog: Practical Insights on Quality, Management.


I visited an interactive session with one of the greatest Indian actors Anupam Kher at Ahmedabad Management Association (AMA) as a part of “Face to Face with Achievers of Excellence” program. Jason Seiden at “Fail Spectacularly” blog has hosted the latest Carnival of Leadership Development featuring my post “ 5 Ways to Build Trust&# Lessons from a Conversation) ” along with a host of other GREAT posts on leadership and executive development.

What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

For a century, buying has been framed in terms of moving a prospect from Awareness to Interest to Desire to Action (AIDA). The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. Selling has always been more about the buyer than the seller.