For those of you who read my blogs and have some interest in understanding the results you’ll…

Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made.  We  like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are [...]

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So [...]

When I recently heard that a prospect was re-organizing and moving the sales folks into geographic verticals, I was baffled. Across the board, through decades, using any sales model, selling any solution, the sales model closes 7%, plus or minus 2%. Regardless of where the sellers sat.
From what I gather, the thinking behind this is to ‘be nearer [...]

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework…