A colleague recently told me that ‘sales questions are hot now.’ But I don’t know what that means:

what is a ‘sales question’?
what makes them ‘hotter now’ than before?
what is their intent?

I’m going to go out on a limb here and make a guess that a ‘hot sales question’ is defined as the ‘right’ question to [...]

In our new digital world, the field of marketing automation attempts to manage the buying experience starting from the ‘beginning’ of the buying process. But indeed, relative to the full set of issues buyers must consider, marketing automation enters in no earlier than 70% of the way into the decision making.
Indeed, they are omitting the human side [...]

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not address the human, private, off-line side of the buying decision journey. And it’s been said that using marketing automation offers a competitive advantage, but can it be even more productive? I believe that [...]

Is your customer stuck in the buying cycle?
I just read a blog that asked that question. What, exactly, does this mean?
I’m going to say something you’re not going to like: your customer is not stuck in the buying cycle. They are stuck trying to herd cats. And you are stuck trying to get them to [...]

When the gatekeeper doesn’t let you through, who is the decision maker? When your Identified Client gets flack from a colleague for wanting to use you as their vendor, who is the decision maker? When the old vendor shows up with a solution similar to yours, who is the decision maker?

Please join me – and a few of my business partners – in having some fun. I’m going to be interviewed on some webinars and podcasts, and be a guest speaker at a Boston conference. I seek to offer some provocative thinking and a few new ideas. Listen, watch, and join me in serving you:
Company name: Leadformix
Title: What’s [...]