Buyers want to solve a problem…

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.

The sales model focuses on needs assessment and solution placement. Buying is a change management activity.

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …

By any objective standard, I’ve been successful: It’s been a blessing that an out-of-the-box idea…