What are we paying our sales folks to do?
Wednesday, 22 Jun, 2011
What are we paying our sales folks to do?

What criteria do you use to compensate your sales…

Far, Far Too Hot
Tuesday, 21 Jun, 2011
Far, Far Too Hot

Austin is both a cool city and a hot town. It’s hot during August and September – furnace hot, actually – but every town has its drawbacks. And since the weather is mostly temperate year-round (except it does get down to near-freezing a couple of days during December), we happily complain for 8 weeks about […]

‘So close, and yet so far out.’
Tuesday, 14 Jun, 2011
‘So close, and yet so far out.’

In South Austin, there is a seriously cool motel called the Austin Motel. The rooms are themed around beloved icons – Marilyn Monroe, and Elvis, for example. I know couples who spend the weekend there once in a while, even though they live in a different part of town. The people that stay are interesting, the courtyard and […]

Top Tips For Driving Marketing And Sales Alignment
Friday, 10 Jun, 2011
Top Tips For Driving Marketing And Sales Alignment

Michael Brenner writes an interesting blog called B2BMarketingInsider. His ideas converge the best of the marketing ideas: whether it’s a post about best practices for small business marketing, or how to best use social media, he covers the modern marketing field from every angle. You’ll like this, especially for my regular readers who could use a rest from […]

Sellers can’t control the buyer’s decision journey
Friday, 3 Jun, 2011
Sellers can’t control the buyer’s decision journey

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 […]

The results of using Buying Facilitation®
Wednesday, 1 Jun, 2011
The results of using Buying Facilitation®

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