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Selling Ideas to Colleagues
Monday, 24 Apr, 2017
Selling Ideas to Colleagues

You’ve got a great idea, but need your colleagues – your boss, your teammates, your partners – to approve…

Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.
Monday, 16 Jan, 2017
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…

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…

Decision Makers vs. Influencers
Monday, 5 Oct, 2015
Decision Makers vs. Influencers

I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers.