When Should a Seller Gather Information or Understand Needs?
Monday, 4 May, 2015
When Should a Seller Gather Information or Understand Needs?

PART 2: Do You want to sell? Or have someone buy? Part 1 redefines buying thus: The process a buyer goes through…

Questions: The Problems and the Possibilities
Monday, 30 Mar, 2015
Questions: The Problems and the Possibilities

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

Motivation Is An Inside Job
Monday, 9 Mar, 2015
Motivation Is An Inside Job

Why do we do what we do? What causes us to succeed, fail, procrastinate? Is it our environment? Our biology? Our New Year’s resolutions? There’s much debate why our motivation goals fail and how to resolve them. I believe we’re addressing the wrong issues.
WHY PROMOTING BEHAVIOR CHANGE CAUSES RESISTANCE
Everything I’ve read on resolving “motivation” issues focus on behaviors: why, how, when. Courses, keynote speakers, books, attempts to pump up, stimulate, and otherwise inspire. All trying to cause the ineffective behaviors to change to effective ones. But change doesn’t happen this way. Motivation involves both shifting beliefs, and creating new…Read more

Using Buyer Personas During Pre-Sales Stages
Monday, 2 Mar, 2015
Using Buyer Personas During Pre-Sales Stages

Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. But it’s possible to make them even more efficient.
Here’s a question: Do you want to sell/market? Or have someone buy? The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy. If that were true, you’d be closing a helluva lot more than you’re closing. Sure, Buyer Personas make a difference in your close rate. But it could be higher.

Boredom: A Route To Creativity
Monday, 23 Feb, 2015
Boredom: A Route To Creativity

We live our lives, these days, with continuous stimulation – on-demand access to movies, articles, friends, books, games and music. With all possible, all the time, how can we hear ourselves think long enough for new and creative ideas to emerge? I don’t know about you, but my mental commotion from a week of stress causes interminable noise coming from where my ideas should be. And given I’m a thinker, hearing myself think is fundamental. I tried freeing up an hour or two during a week to sit quietly in hopes of hearing my creative voice, but that wasn’t sufficient.
I needed a broader time span free of the stimulations involved with daily living. And given my schedule, the only time I had available was weekends. Hence, weekends of boredom.

On Becoming 69 by Sharon Drew Morgen
Monday, 16 Feb, 2015
On Becoming 69 by Sharon Drew Morgen

Today I turn 69. As I look back over my life I feel quite gratified that I have used what I was given to make this world a better place. But I was merely following directions.