The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from their current supplier meets or exceeds their needs and are unlikely to become your customer. Read More

One way to get in front of recently motivated buyers, after they experience a Trigger Event but before they contact their Emotional Favorite – aka ‘go to’ person – is to have those ‘in the know’ to tell you when Trigger Events happen. Every day industry influencers learn of decision makers who experience the Trigger Read More