When the gatekeeper doesn’t let you through, who is the decision maker? When your Identified Client gets flack from a colleague for wanting to use you as their vendor, who is the decision maker? When the old vendor shows up with a solution similar to yours, who is the decision maker?

Please join me – and a few of my business partners – in having some fun. I’m going to be interviewed on some webinars and podcasts, and be a guest speaker at a Boston conference. I seek to offer some provocative thinking and a few new ideas. Listen, watch, and join me in serving you:
Company name: Leadformix
Title: What’s [...]

Do you know what your prospect needs to buy? Really?
Do you believe that because you can see their problem, and your solution fits, and they seem to be a prospect, that you know the best solution?
I have a story to share.
Years ago I was training a telemarketing group in a call center making calls on behalf of [...]

In the literature of change management, there is no discernable use of the term ‘buy-in.’ In fact, in a search I did for the term I found one useage of it in the last 50 years of change management articles and papers. One. I’m sure there are more outside of my reach, but if you [...]

Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in the industry to keep doing what you’ve always done. The large companies know this (kinda); the smaller ones are pushing [...]

I’m sure you realize that a purchasing decision is a change management problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status quo.
And once the solution gets chosen, all of the people involved [...]