NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally [...]

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
I have begun searching for a couple of new vendors, and am becoming painfully aware of how many people think that because they are good, that’s all I need to know. Even when a couple of the folks tried to gather data [...]

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
Are your sales taking too long to close? Do you know why?
Is it you? Is it your prospect? Is it your product?
And what would you need to do differently in order to close more quickly?
One of the biggest problems I [...]

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the system.

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
I don’t know about you, but when I get long emails my eyes go running around my head. Too many words for me to take in during a busy day when I’m sure I’m suffering from some form of ADHD [...]

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
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 [...]