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Helping Buyers Decide

How Do Decisions Get Made?
Saturday, 15 Feb, 2014
How Do Decisions Get Made?

My life’s work has focused on enabling bias-free decisions by facilitating the human criteria that often distort decisions. Until now, I’ve focused on helping sellers…

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…

Marketing Automation can facilitate the entire buying decision path
Thursday, 23 Jan, 2014
Marketing Automation can facilitate the entire buying decision path

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier.

An Intelligent Contact Sheet
Wednesday, 22 Jan, 2014
An Intelligent Contact Sheet

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.

What, exactly, is a Relationship Manager?
Monday, 20 Jan, 2014
What, exactly, is a Relationship Manager?

There are almost as many definitions of Relationship Manager as there are for ‘social media’

Buying Patterns, Buy Cycle, Buying Decisions
Wednesday, 16 Oct, 2013
Buying Patterns, Buy Cycle, Buying Decisions

As sales professionals, I’m sure you recognize that the sales model is merely a solution placement model: it ignores the behind-the-scenes human issues that buyers must address and decide on prior to buying, leaving sales people outside the meat of the decisions during the largest portion of the buying decision path.