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Change Management

What Should Coaches, Managers, and Consultants Be Listening For?
Monday, 11 Jan, 2016
What Should Coaches, Managers, and Consultants Be Listening For?

A person who facilitates excellence in others facilitates potential change…

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.

Why is buy-in necessary – and how to achieve it (Part 5)
Sunday, 9 Nov, 2014
Why is buy-in necessary – and how to achieve it (Part 5)

Our jobs as sellers, change agents, coaches, and managers is to motivate change. Whether it involves a purchase, a new idea, a different set of behaviors, or a team project, all successful change requires buy-in. As outsiders we are, after all, requiring a shift in the underlying status quo – the system – that we […]

What Makes A Prospect A Buyer?
Tuesday, 12 Aug, 2014
What Makes A Prospect A Buyer?

A colleague recently said he was waiting for a deal to close. How did he know it would close?

It’s the Consensus, Stupid*
Monday, 14 Jul, 2014
It’s the Consensus, Stupid*

Buying decisions happen well before buyers consider your solution regardless of their need or

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?