Where do our prospects go when they say, “I’ll call you back?” Most of us guess, but really, we don’t know where they go.
Where they go, in fact, is to get ahold of their colleagues …

You all know that my passion is helping people make decisions. I have put my decision facilitation model into sales, but it’s equally at home in any situation in which one person is helping another …

I’m just putting the final touches on my new book which involves writing the text for the back cover, doing final proofs, chasing friends for testimonials. Although I write something every day, and have written hundreds …

Since I’m the Queen Contrarian, I’d like to say that the ‘need’ we think that buyers have is not a real need.
First of all, we often meet them at the wrong end of their buying …

What is the difference between selling to an internal customer and selling to an external customer?
Nothing.
At the end of the day, there is the buyer, the seller, and the solution. The influencer, the influenced, and …

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the …