The very act of selling includes the management of all the impediments that it creates. the model itself creates problems with gatekeepers, objections, and difficulty closing. change the model, and the results change.
-Sharon Drew Morgen

We believe buyer’s make emotional buying decisions because we don’t know how to control them. But it’s not true. Their decisions are systematic and in line with their unique criteria.
Once sellers get over the fact that buyers buy because of their own criteria and not because of something the seller has or says or does, [...]

When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change behaviors at a boss’s insistence.
Until now, our communication rules have assumed that when we kindly or persuasively offer others good [...]

Outsourcing seems to be the new-new thing and approximately 50% of our major corporations are doing it. What are the costs? The benefits? And what skills need to be managed in order to make it work optimally?
Let’s get a clear understanding of what we mean by outsourcing: it’s the shifting of easily codified jobs – [...]