There have been almost as many sales books written as there have been cook books.
But none have ever been written on how to influence, understand, manage, or support the full complement behind-the-scenes, personal/policital and non-need-related elements in a buyer’s decision to purchase.
Sales books manage the solution sale: understanding needs, ‘getting in’, handling cold calls, closing, or objections. Using [...]

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally before they can purchase anything, we fail far more than we should. And we end [...]

Considering the best ways to market my new book, I first had a conversation with my friend Jill Konrath on the best ways to use the net, social networking, blogs, linked in groups, and my own followers from past books. I then started looking around for my best choices. Thankfully, many groups like my material [...]

Lee Colan is one of those very special people who understands that without employees being leaders, a company can never achieve it’s full success.
He is one of those very committed, focused people, who gets in there with the human factor and teaches the route to excellence. I’m very impressed with Lee, and how he helps [...]

ForceLogix is a cool company. It’s one of those companies that you say, “Hasn’t anyone every thought of that before?”
But no one did until Patrick Stakenas, founder and CEO of ForceLogix, did. He’s found a way to turn selling into science. He’s taken all of those mechanical, yet necessary, jobs that a sales manager must do to create a [...]

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). But they also must manage all of the off-line, behind-the scenes change issues that must take place internally so they can [...]