What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?
I”d like to talk about what that means for me…and admittedly, I’m a hammer looking for a nail: I”ve written a NYTimes Business Bestseller (now-outdated) on the [...]

Do you sit and wait for your buyer’s to close? They need your solution. They like you.

I use the USPO to pick up items people buy from my on-line store. It’s a simple process: I push a few buttons, and the package is scheduled to be picked up at my front door in about 3 minutes or less.
Yesterday, I left the office and noticed a mailer sitting there: it was to have been picked up [...]

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier. But because marketing automation uses the sales model as its core thinking, and concentrates on solution placement rather than helping buyers navigate their behind-the-scenes decision path (necessary before they purchase) it’s hard to know when/how/why buyers will close, regardless [...]

The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.

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