I put myself in front of people who can say yes to me, and I deliver value first.

-- Jeffery Gitomer

What does Mr. Gitomer mean by "value first"? As a sales person, Mr. Gitomer "puts value in the hands of his potential customers before ever asking them to buy anything."

If you visit my website, you'll find tons of ideas and valuable sales information that I give away each week for free. I've been doing that for twelve years. It has earned me millions of dollars. First I give it away THEN I reap the rewards. Pretty ass backwards for a sales organization, wouldn't you say? It defies every rule or law of marketing you'll ever find in a textbook, except for one minor little item: It works. Find something that your customer considers valuable and give it away.

I wonder what the VCs think about this sales model? Scott Lenet? Corley Phillips?

Pierre Cutler
The Sacramento Executive