Sales
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?
The hot new sales tool is Opportunity Management automation. Just another in a long list of
Listening Biases: How Influencers Unwittingly Restrict Possibilities
Do you enter conversations with a
Do You Want to Sell? Or Have Someone Buy?
Part 1 of a 2 part series on understanding a buyer’s needs.
Sales as a Spiritual Practice
With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,
Facilitating Compliance: helping patients choose health
In the late 1970s, I approached my studies for an MSc in Health Sciences