It’s no secret that the sales funnel has changed dramatically with the growth of the internet. Prospects can enter the sales process at almost any stage and exit just as quickly for a variety of reasons.  Whether you view the funnel as a bow-tie or flywheel, the motivation of the prospect is the key to gaining more sales. Inbound marketing touts the different stages of the sales process as: awareness, consideration, decision and delight.  These are the tasks that fill the sales funnel. But it leaves out the motivational component. Sure a prospect is aware of your company but is their motivation high enough forRead More →

Think about this: No company ever bought anything. Oh sure there are corporate entities that, on paper, are buying products and services.  But in reality, every single purchase decision was made by a person. People don’t buy from companies, they buy from other people. People they like and people that can solve a problem.  The sooner we all acknowledge this simple fact, the better all marketing becomes. I’m declaring 2019 the year of P2P marketing.  Person to person.  It’s time to get personal. The trend has been in the making for several years and it’s time we all adjust our strategies to develop relationships withRead More →

One of the first things anyone asks, when considering someone for a job, is “tell me about yourself.” What follows isn’t so much a life history but a way of breaking the ice and learning what makes one tick. What in one’s history would make one good at doing the job at hand. That being said, here’s my answer. My life started out moving around – a lot. In fact every 2 years or so. The moving around gave me the ability to easily accept change and adapt to new situations. It also gave me the ability to quickly survey the landscape and learn theRead More →