Are You Selling to Phantom Buyers?

Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. This is what internet marketing looks like. Marketers view internet analytics and see which … [Read more...]

Marketing Creates Lousy Sales Presentations

Guest post By Mark Hunter Too many marketing departments are still living in the 1990s with how they feel salespeople should be making presentations. Marketing departments are notorious for making slick presentations that do nothing but extol the virtues of how wonderful their company is.  I call these “capabilities presentations.” Really they should be called “look at me – I think I’m … [Read more...]

Timing is Everything – Sales Strategy

Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of my sales career. What I learned about timing at 21, I later taught our children. They learned to wait until I was comfortable. … [Read more...]