Your best business driver is your competition. They keep you awake, aware, honest, and creative.

To get clients, you either reach out to them directly, or have them find you.

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 [...]

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting?

A fast-moving marketing automation company recently hired me to train Buying Faciliation®. They were both thrilling and unnerving to work with: constant change and disruption, people changing jobs and decisions, different initiatives happening all at once, etc. left everyone breathless – with many incomplete, unmanageable, and unexamined issues left behind. Not to mention an atmosphere that was ruled by the loudest people [...]

Marketing automation has amazing potential as a way to close more sales, make the selling process more efficient, and help buyers get the content they need. The field is working hard at discovering all aspects of the buying process and how to influence it.