NOTE: Due to the holidays, we are reposting favorite posts. Original posts
will resume January 5th.
I don’t know about you, but when I get long emails my eyes go running
around my head. Too many words for me to take in during a busy day when I’m
sure I’m suffering from some form of ADHD as I try to multitask beyond
human capability. So I ask folks to please, please, puLEASE not send me long
But they do anyway. And then they get mad when I don’t read them –
especially when they’ve written something personal. They actually expect me
to put down what I’m doing and read a one-way missive, interpret what they
are meaning and feeling against how I interpret their words, then gather my
own thoughts and feelings along the way that I can’t manage cuz the
communication is one-way and obviously my thoughts and feelings have no
credence – and then, then… then what? I ... (more)
I decided to give you all of the podcasts, videos, and audio files of the
interviews I’ve done so you can kick back and enjoy some ‘easy
listening’ if you find listening easier than reading. I believe that
you’ll be able to upload many of these onto your MP3 player for when
you’re working out at the gym and need to get your mind off of the pain.
Tony Parinello Interview: Listen while long-time friends Tony and Sharon Drew
banter about sales, how buyers buy, and what to do once you’re in front of
VITO. Tony Parinello Q&A: Hear Sharon Drew and Tony take audience questions
– and... (more)
Highly proactive. Cloud based. Lead insight data. Convert to qualified lead.
Actionable intelligence. Up-sell opportunities. Holistic overview of each
Leadformix is a wonderful tool to add to the sales technology process. They
provide ’superior lead intelligence’ using their unique platform. Cool,
right? Great for the new marketing initiative of bringing in good leads to
the sales team.
Here are a few things that Leadformix can do:
assess the intent of the website visitor provides a company level view which
reveals where the company is in their solution pur... (more)
People are getting confused about the terms buying decision journey, buying
path, buy-cycle, helping buyers buy, and buying decisions. Using a case
study, let’s look at how a real buying decision happens.
When I began using the terms in the 80s my meaning described a change
management process to lead buyers through their
non-solution/non-need-related, behind-the-scenes internal and
political issues that enable all who touch the solution to buy-in. Lately
I’ve noticed the terms applied to the sales end of the buying decision –
that 10% of the buyer’s journey that manages the p... (more)
I’m going to ask you a few questions. No answers today. Just questions you
may want to answer for yourselves.
How will you know that the content you are providing is the appropriate
content for your prospect base?
What skills do you need to have in addition to the ones you already have, to
ensure that the right folks find – and purchase – your solution?
What do you need to do differently to ensure that the right prospects know
how to differentiate you from the competition?
How will you know that one strategic plan would work better than another?
How do you know what level of conte... (more)