How deals are made
Got an email today from a company shilling an upcoming trade show asking a bunch of leading questions designed to get me to agree to come to the show. The plan didn't work because I didn't answer they way they expected. But in the process, I think I got some grist for us all to grind on today. Here are the questions: Most productive opportunities are generated by connecting with decision-makers Executive participants have the majority of the decision-making authority Face-to-face meetings are the best marketing channel to create opportunities The deal was if answered those questions with "fact" then I should come to their conference. But I said they were all false. Here's why: "Most productive opportunities are generated by connecting with decision-makers." Decision makers rely on influencers to make decisions. They don't respond to in-person sales pitches but take what they hear and go back to their influence...