Sales
Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.
Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content…
Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales
I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling…
Why Pitching, Persuading, Guiding, and Influencing are Largely Unsuccessful – a thought paper for sellers, coaches, leaders, parents, and managers
You recognize what someone needs
Decision Makers vs. Influencers
I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers.