Lead Generation is not the same as Demand Generation

Effective lead generation is the result of getting a person interested in your story. It is vital to sales success. In essence, it is an exchange of value. Your prospective customers expect to get something of value from you in exchange for their information. Read more

Caught Selling

As I was in the waiting room of an office, I could see the inevitable.  A buyer and a seller were missing each other; the same script being played out.  The professional seeking to sell his services is telling the buyer how great they are and what they have to offer. Read more