The sales model builds in a 90% failure rate…. and we expect that! We build it right into the entire system: We hire 10X more sales people to get the results we seek, we expect and get 50% longer sales cycles than we could be having, we face objections because people are responding to the sales model itself, [...]

Hi Everyone:
I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re working [...]

I’d like to introduce you to a few of my friends and give you some links to what you can get from them (Free or otherwise. They’ve got great stuff and they are my friends after all.). They are all good, smart, thoughtful people, offering business the best of the best (IMHO). Check them out.

I’m going to tell you a true story about aliens. I don’t often tell this story, but this incident with BP is making me so cranky that I decided to tell it. It’s a strange one, but true. Believe what you want of it.
Many years ago – at least 10 – I was in the Amazon with [...]

I recently made a cold call. I actually make a few of them daily as a way to introduce people to the concept of decision facilitation and find new business partners to help me place my material into the Change Management/Buy-in arena. Now that Buying Facilitation™ is becoming widely known in sales, it’s time to [...]

I was going to call one of my books “I’d close more sales if it weren’t for the buyer”  thinking that people would laugh at the silliness. But when I got an immediate standing ovation from 600 people when I said this, I realized that sales people believed it, ridiculous though it is. It’s like saying [...]