These are heady days. Global business changes, environmental disasters, political upheavals. Change, Change, Change. Maybe it’s time to have another conversation about what change is. And at the same time, maybe discuss why it’s necessary to know how to change, since change is the only constant.
It’s a myth that change is difficult. Indeed, it’s not [...]

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 and figure out how to get agreement for whatever outcomes the new solution will cause within the  buyer’s environment. We rarely [...]

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 person decide.
Enter Expert Choice. Expert Choice is a decision facilitation software tool. They offer teams of decision makers “rapid convergence of [...]

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 of articles, many books, hundreds of blog posts, it’s not the same as a book. A book has some heft [...]

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 decision – when they are just starting their search for a possible solution. Not only have they not committed to [...]

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 the idea, or request. Regardless of the moving parts, one person wants another person to buy in to something that [...]