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Sales is a Flawed Model
Friday, 26 Jun, 2015
Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?

Sales Is A Flawed Model
Friday, 26 Jun, 2015
Sales Is A Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?
Do you know where buyers go when they say ‘I’ll call you back?”
Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them?
You don’t know the answers to these questions. Because the sales model is geared for solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution.

Help Marketing Know Buyers Well Enough…
Monday, 8 Jun, 2015
Help Marketing Know Buyers Well Enough…

Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful.

What Makes A Decision Irrational?
Tuesday, 19 May, 2015
What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership,

When Should a Seller Gather Information or Understand Needs?
Monday, 4 May, 2015
When Should a Seller Gather Information or Understand Needs?

PART 2: Do You want to sell? Or have someone buy? Part 1 redefines buying thus: The process a buyer goes through…

Questions: The Problems and the Possibilities
Monday, 30 Mar, 2015
Questions: The Problems and the Possibilities

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.