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Sales

Changing The Paradigm: Is A 200% Increase In Sales Possible?
Monday, 17 Jul, 2006
Changing The Paradigm: Is A 200% Increase In Sales Possible?

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to […]

Sales Is The Problem: What Is The Solution?
Wednesday, 17 May, 2006
Sales Is The Problem: What Is The Solution?

Over the past year or so, it has become apparent that we are not getting the sales results we’re used to getting:

it’s taking 30% longer to close a sale than it used to;
additional decision makers seemingly appear from nowhere;
internal decision makers whom the prospects seek to include in their purchasing decision are either unfamiliar […]

Buying Decisions
Friday, 14 Oct, 2005
Buying Decisions

For years I’ve been saying that sales is focused on the wrong element of the buy/sell process, that instead of focusing on the product end, to focus on the buying end. After all, you can’t make a sale without a buyer, and buyers buy only when they discover their own answers.
The missing piece for sellers […]

Leadership
Monday, 1 Aug, 2005
Leadership

Without buy-in, there is no leadership.
Too many leadership programs focus on the strength and power of the leader, but no where do I read a conversation about how the leader supported their crew in making the decisions that would lead to group collaboration.
I also don’t hear the stories about how modern-day leaders are followers. Historically, […]

Decision Strategy
Wednesday, 20 Jul, 2005
Decision Strategy

As I move beyond my ‘sales’ model, and refine the decision facilitation method I’ve included in Buying Facilitation, I recognize a profound need in corporations today to support the collaborative decisions necessary for early and continued organizational buy-in. We’re all so busy partnering and outsourcing and networking, that we forget that without the buy-in necessary […]

Helping Buyers Buy
Monday, 27 Jun, 2005
Helping Buyers Buy

I’ve been reading some articles lately that offer tips on how buyers buy. But that’s not the issue at all. Since sales has been about getting something sold, and is therefore a push technology, the accepted wisdom seems to be that if sellers understand how buyers buy, they’ll better know how to close.