Blog

The conversation before the proposal

For some companies and individuals, the negotiation before the close is long, gut wrenching, and sometime tense.  Lots of people play games at negotiation-time:  one-off requests, take-backs, hidden competition, unknown decision makers, etc. And then there’s the lawyers. If you’re...

How to define a lead generation campaign

When is a lead not a lead? There’s a number of different ways to answer that question. That’s the point. A lead isn’t a lead when the people consuming the lead (sales) don’t agree with the definition of the people...

The small business advantage

Here is a simple way small businesses can offer their customers an advantage in doing business with them as opposed to their larger competitors: make yourself available and respond faster. Many businesses place roadblocks and barriers to customer interaction –...

Why your prospect’s view of the world is more important than yours

There’s a lot of marketing effort and  out there focused solely on how the vendor thinks — the vendor’s view of the world, vision of the future, story, way of making the world better, etc. And for good reason: Who...