#5 ZMOT Selling Strategy, Decision Makers & Buyer Facilitation

Corporate Visions - Buying Vision 65 Percent

This blog post is about three things: The #5 ZMOT Selling strategy Where the Decision Makers are How to facilitate a decision makers purchase When I started this blog I promised myself I would not be one of those people who blogged several times a week just to create content that would … [Read more...]

Smarketing Strategy #3 & Content That Sells

FishJumpingOutOfComputerScreen-Small

This blog post is about three things: Smarketing strategy #3 Content that captures the best prospects How to SELL WITHOUT DISCOUNTING Smarketing Strategy #3 In my last blog post I shared Smarketing Strategy #2 : Using a Won Sales Analysis™ - to identify what made you win your best … [Read more...]

Shorten Sales Cycles by Harnessing Trigger Events

Jed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far. "People tell me to call back in two months, four months, six months, when they will be looking at this problem he says, perplexed. When I … [Read more...]

Close More Sales by ‘Seeing’ Differently

A continuation on the theme of selective perception, how Trigger Events change what we see, and how you can create a Trigger Event that will help you close more sales... No matter what you sell or who you are selling to, buyers are always in one of three buying modes. Most salespeople are quite … [Read more...]

Trigger Events And Selective Perception

Have you ever noticed that as soon as you buy a new car you see it all over the road? When women get pregnant, suddenly they start seeing other pregnant women everywhere. When couples give birth of to their first child, they stop noticing pregnant women and now start seeing babies around every … [Read more...]