‘Turn prospects into buyers with content marketing.’ ‘Create opt-in permission to deliver content through email using the drip/nurture system.’ ‘Deliver content to develop trust and authority.’ What, exactly, do these claims mean?

I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy – and creates marketing materials positioned to address those needs and segments, the buyers still didn’t behave in a way he believes [...]

I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how true this is now. Or if these are the most appropriate benchmark needs of a seller. Let’s go through each [...]

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally before they can purchase anything, we fail far more than we should. And we end [...]

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). But they also must manage all of the off-line, behind-the scenes change issues that must take place internally so they can [...]