I was thinking today about the good news/bad news of not understanding ‘rules.’  Obviously, because every aspect of our lives – from communication, to relationships, to putting on socks, to travel, to work issues – is dominated by rules (unconscious or otherwise), this lack of understanding has definitely been a major influencer in my life.
Do you want [...]

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier. But because marketing automation uses the sales model as its core thinking, and concentrates on solution placement rather than helping buyers navigate their behind-the-scenes decision path (necessary before they purchase) it’s hard to know when/how/why buyers will close, regardless [...]

The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.

My friend Steve Gershik, ready to print an interview of me, wrote me this email:
I can add in a line that indicates you’ve Wittenberg a number of books and point back to your web site.
I was curious and excited! I’ve ‘Wittenberg a number of books’! What did that mean? I looked up Wittenberg on the web. 1. [...]

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were [...]

To get clients, you either reach out to them directly, or have them find you.