It’s the Consensus, Stupid*
Monday, 14 Jul, 2014
It’s the Consensus, Stupid*

Buying decisions happen well before buyers consider your solution regardless of their need or

A Purchase Is Not An Isolated Event
Tuesday, 8 Jul, 2014
A Purchase Is Not An Isolated Event

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…

Cold Calls Can Be Effective, But Not Like This
Thursday, 26 Jun, 2014
Cold Calls Can Be Effective, But Not Like This

If you make a cold call merely to get your own needs met…

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

Your solution is the last thing a buyer needs. Literally…

Does The Sales Model Do What We Need It To Do?
Tuesday, 17 Jun, 2014
Does The Sales Model Do What We Need It To Do?

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.

Seeking Funding? Have Investors Choose You Over The Competition.
Monday, 9 Jun, 2014
Seeking Funding? Have Investors Choose You Over The Competition.

You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others?

The answer is you don’t know.

Instead of relying on a great presentation and hoping it will inspire investors, why not add targeted questions to the end of your presentation to make sure you both know what you should do to meet success their criteria. Do they want to be repaid within 5 years? Do they want to sell you off for $3,000,000 in two years? Do they want you to compete with the larger brands and grow virally while becoming a hot brand they can stand behind?