Ask this. “Hey”, you ask, “Doesn’t all successful marketing require a positive exchange between buyer and seller? Something you might call ‘a conversation’?” Yep. A smart guy named Erik Devaney of Drift Inc. suggests this: what’s broken is the means to the way we’ve been doing marketing and sales on the web. But, he adds, […]
Like most people, you want to know “What’s in it for me & my business?” about a product or service presented to you. In other words (OK, letters): WIIFM? And you want the answer with speed and clarity. Hey, you’re busy. When you’re the seller you must answer the same question for your prospect just […]
The difference is not subtle. It’s attitudinal. Big time. B2B selling is more complex than ever. Adaptability is key to mastering that complexity. Adapting attitudes toward the changing roles and responsibilities of buyer and seller are huge. Changing buyer expectations present particularly new challenges for sales teams every day. To be competitive and hit revenue […]
A while back I made a comprehensive creative proposal to an important client in my community. We had shared pleasant social occasions. Done business together? No. Five competitors were pitching for his business—substantial dollars for any of us. He gave no indication his and my casual relationship would win me his business. Him: “I’ve seen several […]
