Sales is and always will be a relationship business! 

By focusing on lead generation with a positioning statement...you create market gravity that allows you to build relationships with more qualified buyers.

I'm in the process of writing a book is titled “Book of Repulation – A Sales Prophecy in the Information Age” because it’s ALL about creating a REPULATION!   No - this is not a typo or a word spoken by President Bush. Repulation is the combination of two very attitudinal components – Reputation and Relationship. 

The order of this combined word is very important.  First come Reputation then Relation.  In today’s fast paced, information pounding world you need to build a reputation before you can ever create a relationship.   I define a reputation as something that will create your target market to take notice of you.  Those targets need to believe that you have something of value before they will give up any of their time to meet with you.  Without a reputation you will find it hard to even get in the door.  What is your reputation?  Do you have one?  Can you have a reputation without attitude?  I’m not talking about an ego centric attitude.  I’m talking about an attitude that SCREAMS – I’m worth talking to – I add value!  Does it scream enough for someone other than yourself to talk about it to another person?