Changing The Paradigm: Is A 200% Increase In Sales Possible?
Monday, 17 Jul, 2006
Changing The Paradigm: Is A 200% Increase In Sales Possible?

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to […]

Sales Is The Problem: What Is The Solution?
Wednesday, 17 May, 2006
Sales Is The Problem: What Is The Solution?

Over the past year or so, it has become apparent that we are not getting the sales results we’re used to getting:

it’s taking 30% longer to close a sale than it used to;
additional decision makers seemingly appear from nowhere;
internal decision makers whom the prospects seek to include in their purchasing decision are either unfamiliar […]

Decision Making & Partnering
Monday, 8 May, 2006
Decision Making & Partnering

I’m currently starting a new decision making business that includes the collaboration many of the top decision making software vendors. It’s so exciting to collaborate with a group of people who are so visionary, generous, and kind. In reality, we’re all in competition with each other, and yet everyone has agreed to what I’m calling […]

Customer Service
Monday, 8 May, 2006
Customer Service

I recently had a computer meltdown. I suspect I had some spyware. Whatever it was, I was in deep doo doo. I called Dell and ended up spending one hour and 22 minutes trying to get to the right person who could help me, given I was out of warranty, etc. In any case, I […]

Buying Decisions
Friday, 14 Oct, 2005
Buying Decisions

For years I’ve been saying that sales is focused on the wrong element of the buy/sell process, that instead of focusing on the product end, to focus on the buying end. After all, you can’t make a sale without a buyer, and buyers buy only when they discover their own answers.
The missing piece for sellers […]

Virtual Handshake
Friday, 26 Aug, 2005
Virtual Handshake

My friend and networking guru Scott Allen’s new book has come out. Called The Virtual Handshake:Opening Doors and Closing Deals Online (Scott Allen and David Teten, AMA press), and www.thevirtualhandshake.com, the book is all you need to know about how to manage relationships and networking on-line.
I know both David and Scott. They are fully committed […]