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Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working
Monday, 2 Oct, 2017
Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over 90% failure on their attempts.
If, however, a seller can enter the call with a goal to create the means for buyers to discover their path to

The ‘How’ of Choice: beyond ‘Why’ and ‘What’
Monday, 18 Sep, 2017
The ‘How’ of Choice: beyond ‘Why’ and ‘What’

When you’re conversing with a prospect, a teenager, or a team member, how do you choose

How Sales Overlooks Buyers: Essay and Q&A
Monday, 11 Sep, 2017
How Sales Overlooks Buyers: Essay and Q&A

In 1993, when my first book cam out and before he died, David Sandler called to buy out my…

What, Exactly, Is An Opportunity?
Monday, 28 Aug, 2017
What, Exactly, Is An Opportunity?

The hot new sales tool is Opportunity Management automation. Just another in a long list of

Do You Want to Sell? Or Have Someone Buy?
Monday, 31 Jul, 2017
Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs.

Facilitating Compliance: helping patients choose health
Monday, 10 Jul, 2017
Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences