Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget.
During the course of your considerations, you find an interesting webinar [...]

Recently I got a cut-off notice from T-Mobile. For non-payment of $106.10. Apparently I didn’t receive 2 bills, and if it’s not in front of me, it doesn’t register that the bill hasn’t been paid.
Let’s think about this for a moment. I have 3 accounts and 2 devices with T-Mobile. I give them around $150/month, not to mention the [...]

I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of [...]

When my mom turned 65, I was 37 and newly married to my second husband (who was 25. See? I was always a trend-setter – or a Dirty Old Lady). And my mom was old. Old, Old, Old. She was saggy, chubby, achey, bumpy, and paring down her life  and activities to adjust for her age. Plus her [...]

You place a call to get through to the decision maker.
You call to find someone who needs your product or service.
You try to get an appointment.
You analyze names to do lead scoring based on demographics, company size, job title.

PLAYING A NUMBERS GAME
What are you doing? You’re trying to find those 10 leads out of 100 [...]

The sales model has taught you to uncover needs – to really, really understand needs…