I’ve been reading some articles lately that offer tips on how buyers buy. But that’s not the issue at all. Since sales has been about getting something sold, and is therefore a push technology, the accepted wisdom seems to be that if sellers understand how buyers buy, they’ll better know how to close.

Just back from holiday. Had a chance to experience a group of people at the Grof Transpersonal Training (GTT) center who carry forward the work of Stan Grof, the psychiatrist who created the holotropic breathing system. It’s a mix of breathing and music, meditation and healing, that brings participants through a journey towards wholeness.
I strongly [...]

For centuries, we’ve misused the function of sales. We’ve used sellers to push product, even though we’ve recognized that there is a 93% failure rate built into the job (so we’ve just hired a lot of sellers to do the job far fewer could do).
The way I see it, sales folks are the bridge between [...]