Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content
Monday, 22 Aug, 2016
Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content, discovering likely prospects, and creating trust. Unfortunately sellers end up closing a small fraction – less than 5% – of those they reach, and marketers and social end up closing even less. Our products are terrific. So what’s causing our failure?

DOing vs. BEing: creating rules that put customers first
Monday, 27 Jun, 2016
DOing vs. BEing: creating rules that put customers first

I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems …

Using Follow Up Effectively
Tuesday, 31 May, 2016
Using Follow Up Effectively

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you?

The Arrogance of Listening
Monday, 16 May, 2016
The Arrogance of Listening

When researching my book on the gap between what’s said and what’s heard (What? Did you really say what I think I heard?) I discovered that most people..

The What of How: ‘Why’ and ‘What’ are inadequate to enable action
Monday, 25 Apr, 2016
The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales
Monday, 14 Mar, 2016
Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling…