Moving From Vendor to Adviser

Join me on April 30th, at 2:00 EDT (60 minutes) for a webinar on how to move your sales organization away from commodity selling to more of an advisory role.  I’ve spent this entire week working with presales engineers in Melbourne and Sydney Australia, working on the specifics of how to do this…channel partners, regardless […]

Kicking off the New Year w/ A Plan

Tonight I will be kicking off our weekend Planning & Strategy event in Charlotte NC.  We have just over 31 days left this year to get ready for next – so if you’re not attending, at least set aside time to plan in the coming weeks.  Three times a year I head out of my […]

7 Secrets Webinar Recap…

Hopefully you were able to make today’s Event Marketing webinar – 7 Secrets to Profitability Using Lunch & Learns and Sales Events. In case you missed it, there will be a recording posted at some point soon…I want everyone to have this information before they do another event.  Here’s a quick recap: Conversion First, we […]

Find Out and Join Them…

In yesterday’s post I wrote about list building, as my children diligently work to increase their marketing reach – but how exactly do you grab the attention of new people? The best way to make an immediate connection is to have something of value to offer.  In the case of my children, they are offering […]

Shoot Straight…Why the Elusive Proposal?

For some reason, discussing money is the major hurdle.  Yesterday I had several sales calls with potential buyers.  One example stands out… We had discussed the need, talked about options, come to a conclusion on next steps, and even picked dates to begin.  My prospect then said, “Send me a proposal with some options and […]