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

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

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

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections…

The sales profession focuses on placing product. While some would disagree and claim it’s based on ‘meeting a buyer’s needs’, it comes down to the same thing: how to get a product placed. And, after being in every aspect of the field since the 70s, it seems to me that placing product, or understanding needs, […]

Sales people get confused when I suggest they can’t ‘understand’ the buyer’s needs if they approach a sale with this outcome. Without everyone on board who will lend their voice to a possible solution, buyers cannot understand it themselves. And using the sales model, we can’t help: we’ll never understand what’s going on behind-the-scenes as they figure out who should be involved, what must be […]