In this economy, buyers aren’t buying as they once did. Of course, sales only handled only the solution half of the buying decision, but even this end is more difficult than it once was. And sellers are getting exhausted, frustrated, depressed. They are playing ‘musical chairs’ with their jobs as it’s taking longer and longer [...]

We all know that sales is a failed model; we’re good sellers and offer great customer service, our products are good, and our buyers have a need that we can fulfill. But we fail to close at least 90% of the time.
If it’s not us, not our product, and the need is obvious, what’s going [...]

I recently discovered the site of Good Practice, an Edinburgh-based company that specializes in creating very easy to use material for middle managers. When the CEO Peter Casebow gave me access to the management section of the site, I found it quite easy to use, and with several options to make the material accessible in [...]

For those of you who are fearful of change (and raise your hand if you’re not) Lee J. Colan and David Cottrell have written a charming little change book: Winners Always Quit: seven pretty good habits you can swap for really great results.
In it, they suggest:

let your gut have a say in your decision making;
attend to [...]

Hi Everyone:
I’m writing everyone to reconnect after several months of no contact.
As they say, “Sheeee’s Back!” But this time, with some new offerings. And regular blog posts J I’ve been listed as having one of the top 10 blogs, so please make sure you come back often.

As I’m doing the final rewrites on my new book out Oct 15, 2009, Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I realized how many times I’ve mentioned my frustration with the failure of the sales model: it actually builds in a 90% failure [...]