One of the biggest problems with presenting is that you don’t always know who is in the room. Invariably, one or two extra people show up. Sure, we have their business cards and know their titles, but we have no idea how their political capital is weighted in the room. Do they have history with [...]

Unfortunately, sales has led us to believe that we must get in front of The Decision Makers.
But who are they? Unfortunately, not only do we not know, but they don’t either! And this economy makes it all worse: what buyers once thought they knew are now a mystery, so they are just doing nothing. But [...]

Every once in a while, I have the honor and privilege to meet someone who has a dear heart, combined with an intelligent mind, and a willingness to make a difference in the world.
 
Meet Keith Rosen. He coaches and trains sales people, writes really good books on sales, and helps sellers be successful. But that’s [...]

I’m reading a very interesting book – “The Age of Engage: Reinventing Marketing for Today’s Connected, Collaborative, and Hyperinteractive Culture” by Denise Shiffman.

It’s basically saying that with the internet, we now can make whatever choices we want, AND we’re all connected. SO we must be in relationship with our customers – bring relationships to a [...]

When we place a cold call to a prospect, we often make the mistake of thinking they might be interested in us. We carefully tell them who we are, where we are from, and why were are calling, with a brief description of our product.

Why should they care? Do they believe they have a need [...]

A prospect of one of my coaching clients – an owner of a small sales training company – joined our call recently. My client wanted me to use my Buying Facilitation method on him to find out why he hadn’t made a purchase after 6 months of a ‘nice relationship’ and an ‘appropriate need’. I [...]