So – I got an apologetic response from the NEO guys (blogs are great, no?) and from one of their supports (thanks, Chris). But I think the point was missed (at least in my estimation).
It would have been nice if the man who blogged would have actually called me and gave me service (and he [...]

I get very frustrated when I risk trialing a new software package and then they don’t give me the service I need – and then they send me yet another form letter asking how I’m liking the package….. and it’s still sitting on my desktop taking up space, and is un-used.
I heard that NEO – [...]

I love Tony’s stuff. He has a great understanding of some of the people systems involved in corporations.
Blending Buying Facilitation with VITO Principle #5, I’d say this: getting to a Board member is often difficult, and sometimes a political time bomb – especially if you are going over your prospect’s head and she knows about [...]

I believe it’s time to start thinking about sales differently. Instead of using sellers to push product, how about using them to support buyers in recognizing all of the internal decisions they need to make – all of the internal decisions – before they can decide how to manage their solutions. And i’m not talking [...]

The very act of selling includes the management of all the impediments that it creates. the model itself creates problems with gatekeepers, objections, and difficulty closing. change the model, and the results change.
-Sharon Drew Morgen