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Reviews: colleagues, friends, partners & thought leaders

Amacus counts stuff that counts
Thursday, 21 Jul, 2011
Amacus counts stuff that counts

My friend and partner John Cousineau recently gave me a great line as to what his firm does: “I count stuff that counts”.
What that means is that his firm, Amacus (www.amacus.net), shows you how your activity is bringing you the results you’re getting.

Are you making cold calls? How fast are you getting conversions?
Are you making calls from […]

Top Tips For Driving Marketing And Sales Alignment
Friday, 10 Jun, 2011
Top Tips For Driving Marketing And Sales Alignment

Michael Brenner writes an interesting blog called B2BMarketingInsider. His ideas converge the best of the marketing ideas: whether it’s a post about best practices for small business marketing, or how to best use social media, he covers the modern marketing field from every angle. You’ll like this, especially for my regular readers who could use a rest from […]

Deciding for the Customer
Thursday, 26 May, 2011
Deciding for the Customer

My friend Chip Bell has just published a new book (Wired and Dangerous:  How Your Customers Have Changed and what to do about it) with his co author John R. Patterson. His books are always enlightening – and this one is his best. Chip has been a friend since Selling with Integrity came out in […]

Guest Blog: Think Strategically. Execute Brilliantly.
Thursday, 21 Apr, 2011
Guest Blog: Think Strategically. Execute Brilliantly.

My friend Anne Miller is quite a brilliant woman. Her whole business is built around ensuring that clients and buyers get the right messaging at the right time in the right way. Toward this goal, she has written 2 acclaimed books on using metaphors to explain a solution, teaches negotiation skills,  and runs a very interesting […]

Guest Post: You know what your problem is?
Thursday, 7 Apr, 2011
Guest Post: You know what your problem is?

This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article.
You think you know what your problem is. But you don’t know what it is. And that is a problem!
Whenever I work with sales teams I will ask […]

Effective Change Management: getting buy-in for new initiatives
Thursday, 3 Mar, 2011
Effective Change Management: getting buy-in for new initiatives

Decision Facilitation is a term I coined to help explain my Buying Facilitation Method®. It connotes a systems-based navigation process that leads people through all of the change management and systems issues that must be addressed, both personally and professionally, when some sort of change (all decisions represent change), or purchase, is being considered.
On Wednesday, March 9th […]