Geesh. Whatever happened to the days when we called each other to say “Hi”? I even have to email my friends days in advance to organize  friend-time for a chat. And god help them if they need to speak with me during my workday. It’s almost as if picking up the phone is an intrusion. Indeed, when my phone rings [...]

You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing [...]

In the literature of change management, there is no discernable use of the term ‘buy-in.’ In fact, in a search I did for the term I found one useage of it in the last 50 years of change management articles and papers. One. I’m sure there are more outside of my reach, but if you [...]

Do you want to have every sales expert’s best thinking right at your finger tips?
How do you decide whose advice to take when you have a sales problem? Do you go to the old tried-and-true masters? The new thinkers?
Do you want to know how technology is making a difference? Or just how to decrease the [...]

I live in Austin. That means August and September are the equivalent of living inside a furnace. Going outside means your eyes get blinded by the white hot sun, and your skin slowly burns. I live in loose, abbreviated clothing – jeans get put away from June til October as do normal shoes.
I can’t complain [...]

On Mondays I always talk about Buying Facilitation™. But I was so blown away from a conversation with Vanessa  DiMauro, a thought leader whose company Leader Networks does research and consulting specializing in harnessing the power of how new digital tools drive measurable business benefits, that I absolutely cannot think straight. She has stretched, expanded, confused, excited, and intrigued my brain [...]