The Differences Between the Solution Sale and the Buying Decision: Let’s Go to a Wedding

October 29, 2011 by  | Leave a Comment Filed under: Sales 

Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to plug in the directions to your trusty GPS (read on...)



Lead Gen Isn’t Enough

April 1, 2010 by  | Leave a Comment Filed under: Sales 

Do you spend a lot of time collecting names that might be prospects? Do you spend a lot of money learning how to follow prospects on line, so you can guess where they are in the decision making process? Has all of this activity substantially increased your ROI? What you’re forgetting (read on...)

The Basis of Sales Has Remained Stagnant

February 17, 2010 by  | Leave a Comment Filed under: Sales 

I believe that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it’s far, far easier to get leads and interest; it’s much simpler to get your message out; it’s much quicker to find out whatever you need to find out about prospects. (read on...)