Enthusiasm; Aside from Circumstances

This morning I will be presenting to a sales team in DC on the topic of moving up (Accessing Decision Makers)…if you read the recent Harvard Business Review article I posted last week, you know that calling on influencers is largely a waste of time in the new economy of selling.  Not that you want […]

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Gaining Permission

I love Seth Godin’s book, Permission Marketing.  In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value.  In last week’s demand generation event we targeted business owners from the start (rather than going to IT).  […]

Custodians are Important

Custodians are important.  Imagine how your office would look if no one ever cleaned up, took out the trash, vacuumed, or wiped off tables after an all day board meeting.  It would be disgusting.  Things would get so bad after just one week that you would probably move your office back home. Influencers in the […]

Companies Choose Who They Buy From

Companies choose whom they do business with. Executives choose their advisers while IT has theirs. Who will the IT person choose to do business with?  Someone they enjoy eating lunch with, someone they can control, or perhaps someone who becomes a source of sound education.  Who in your organization can meet the last demand? How […]

Do you Create Business or Just Fulfill It?

Do you create business or just fulfill it?  Look at your pipeline…where do your deals mostly come from?  Referrals?  Referrals are good, however, there just aren’t enough of them.  When the economy is weak, companies cut back on expansion, decision making moves higher up the ladder, and sales cycles lengthen.  Only those who are able […]

Profit Program Workshop Reflections

Having just completed another Profit Program Workshop in the mid-atlantic – some thoughts… Market Strategy – what is it you are marketing?  Look at your collateral, your website, your events, webinars…is there a focus or are you just putting stuff out there?  Focus!  Focus on who you are targeting (your buyer), focus using media they’ll […]