Decision Makers vs. Influencers
Monday, 5 Oct, 2015
Decision Makers vs. Influencers

I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers.

Why Do We Listen To Each Other?
Monday, 28 Sep, 2015
Why Do We Listen To Each Other?

What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it?
As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty impossible for any listeners to achieve any consistent level of accuracy. The problem is not the words – we hear those, albeit we only remember them for less than 3 seconds and not in the proper order (Remember the game of Telephone we played as kids?). The problem is how we interpret them.

Speaker or Listener: Who’s Responsible For Misunderstandings?
Monday, 21 Sep, 2015
Speaker or Listener: Who’s Responsible For Misunderstandings?

There’s been an age-old argument in the communication field: who’s at fault if a misunderstanding occurs –

Change management and sales: influencing the buying decision path
Monday, 14 Sep, 2015
Change management and sales: influencing the buying decision path

Your product is not the reason people buy. It should not be your initial focus with prospects.

Do You Want to Sell? Or Have Someone Buy?
Tuesday, 8 Sep, 2015
Do You Want to Sell? Or Have Someone Buy?

PART 1. Do you know the difference between how you sell and how buyers buy-and why the difference?

How Much Time Do Sales People Waste?
Monday, 31 Aug, 2015
How Much Time Do Sales People Waste?

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction.
There must be a better way to do this, no?
1. if we knew who would be a prospect on the first call, and get rid of those who will never buy, how much time would we save?