Sales folks like having control. You ‘understand the need’, ‘manage the relationship‘, ’follow the digital footprint’, send the ‘right’ data at the ‘right’ time.
But what, exactly, can you be in control of? You are in control of the details about your solution, and how it’s used in a particular setting, and the data you seek from prospects. You certainly have [...]

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 [...]

Sales can be a tough business. We all know that. Given that it still focuses on the problem/solution end of the buying decision cycle, and that when we meet them, buyers still have so much to do before they are ready to buy, we end up having to go through all sorts of contortions to get [...]