Sales is a Flawed Model
Friday, 26 Jun, 2015
Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?

Sales Is A Flawed Model
Friday, 26 Jun, 2015
Sales Is A Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?
Do you know where buyers go when they say ‘I’ll call you back?”
Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them?
You don’t know the answers to these questions. Because the sales model is geared for solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution.

Get the Yes: Winning Funding, RFPs, and Grants
Monday, 15 Jun, 2015
Get the Yes:  Winning Funding, RFPs, and Grants

When we seek funding or respond to an RFP, our proposals meet the criteria requested, presenting well-positioned information to persuade the decision makers to choose us. But winners are chosen by some mysterious set of criteria not only unknown to us, but often unknown to them. I began thinking about this when a friend told me she was writing a grant proposal. With my systems-thinking brain I asked her:

Help Marketing Know Buyers Well Enough…
Monday, 8 Jun, 2015
Help Marketing Know Buyers Well Enough…

Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful.

Content Marketing that Converts
Monday, 1 Jun, 2015
Content Marketing that Converts

“Content is king”. I’ve heard that phrase for years. But what does it mean?

What Makes A Decision Irrational?
Tuesday, 19 May, 2015
What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership,