You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how …

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up - knowing only a portion of …

Twenty five years ago, as part of my lifelong study of how brains make decisions, I realized that new decisions shift the status quo. All decisions, therefore, are basically change management problems.
Before new decisions get made, the status quo – the underlying system of …

Unfortunately, the newspaper may be going the way of the dial telephone. I’m a journalist by trade, so this fact pains me greatly. But the truth is, newspapers haven’t yet discovered a way to re-invent themselves to …

There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that will replicate questions that sellers ask, on line…