Do you spend a lot of time collecting names that might be prospects?
Do you spend a lot of money learning how to follow prospects on line, so you can guess where they are in the decision making process?
Has all of this activity substantially increased your ROI?
What you’re forgetting – or ignoring – is that no matter [...]

Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us.
Now, with technology, we have even more capability to offer product data and find our what’s happening with the buyer. The internet, e-marketing, webinars, websites, are offering [...]

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are biased, and the data you get is such a small subset of the necessary data that precludes buying decisions that [...]

Recently, I’ve noticed many folks using the term ‘facilitating buying decisions.’ First, let me state that we have a program by that title, that can be licensed to train in companies. It’s a very fun program, teaching sellers how to sit in a buyer’s seat and learn every aspect of how they choose vendors and solutions. [...]

I get approached daily by folks wanting to partner. I, too, attempt connections with maybe 10 people a day for the same purpose. So how do we know who is right for us to partner with and who isn’t? And how can we tell before disaster strikes?
Of course, we all make mistakes – like that time [...]

Do you believe that to close a sale you must ‘get in front of prospects?’  Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ juice? Do you tell yourself that if you’re not in the field, you’re not selling?
In 1937, Dale Carnegie advocated it. [...]