Last year I got an email from a man named Avneet Jolly (Great name, right?). In it he asked if I wanted to be a contributor to his site that had articles by people with good knowledge and thought-provoking ideas, and who had a baseline thinking based on ethical values. Why, YES, thank you!

Sales can be a tough business. We all know that. Given that it still focuses on the problem/solution end of the buying decision cycle, and that when we meet them, buyers still have so much to do before they are ready to buy, we end up having to go through all sorts of contortions to get [...]

I don’t know about you, but I hold lots of meetings: I do as many as I can over the phone, but far too often I must travel somewhere to meet people to walk them through my Buying Facilitation™ model and give them the opportunity to ask questions, share concerns, have doubts, or just get excited. [...]

Are you one of the unfortunate sales folks who has lost a job? Have no fear – Naviga is here. And if they can’t help you, no one can.
First of all, take a look at the Naviga blog: Sales Journal subtitled “Practical Advice for Maximizing Your Sales Performance”.  Kathleen Steffey publishes this blog; it does a [...]

I met Neil Rackham at a think tank we were both members of. When first introduced, we smiled at each other, but were both somewhat reticient to speak. After all, I had written about him in one of my books, and was wracking my brain to try to remember what it was a said about him. From [...]

You need help selling? Nancy Nardin has it.
It’s amazing, in fact. Separate from the buying decision end of the sales process that my stuff  Buying Facilitation™ manages, and sitting squarely in the Sales Tools end of the sales spectrum, Nancy’s site is amazing.
Have a look: Smart Selling Tools.
You need a contract? She’s got it. You need to [...]