Provocation-based selling:proving pain does not close a sale
Monday, 30 May, 2011
Provocation-based selling:proving pain does not close a sale

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay – titled “In a Downturn, Provoke Your Customers.”
REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY?
I found the article ruefully humorous. Here are some of the smartest business minds in […]

Deciding for the Customer
Thursday, 26 May, 2011
Deciding for the Customer

My friend Chip Bell has just published a new book (Wired and Dangerous:  How Your Customers Have Changed and what to do about it) with his co author John R. Patterson. His books are always enlightening – and this one is his best. Chip has been a friend since Selling with Integrity came out in […]

Marketing automation follows a small segment of the buying decision path
Wednesday, 25 May, 2011
Marketing automation follows a small segment of the buying decision path

A term the larger marketing automation firms are trying to promote is dubbed ‘revenue performance management.’ What does this mean? Who’s performance are they hoping to monetize?
It’s been fascinating to me that the major players in the field insist they ‘know’ the buyer’s decision path.

My constant struggle to influence change
Tuesday, 24 May, 2011
My constant struggle to influence change

It’s been said that the time it takes the creator of an idea to learn to verbalize the idea in an acceptable way is the time it takes for the idea to take hold.
It took 45 years between the invention of the telephone and its regular use. Imagine choosing  Morse Code instead of the telephone.
Bill […]

Are Salespeople Going the Way of Telemarketers?
Friday, 20 May, 2011
Are Salespeople Going the Way of Telemarketers?

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place.
In the early 90s I wrote a column for TeleProfessional Magazine. My book Sales on the Line was doing well, and I was the voice of reason […]

I’m a Diva
Tuesday, 17 May, 2011
I’m a Diva

I’m a Diva. With my super-short hair, my unique style, my ginormous eyes, and my obvious attitude, it’s easy to spot. That, and

the number of paparazzi that continually follow my every move as I slave at my computer all day;
the millions in my bank account – although obviously, someone at the bank has a digit or two wrong, because […]