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Sales Rules: How Can I Sell Better?

Asperger’s put to work: an essay on coding choice and decision making
Monday, 12 Sep, 2016
Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to Asperger’s – until I was 61.

How Much Time Do Sales People Waste?
Monday, 31 Aug, 2015
How Much Time Do Sales People Waste?

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction.
There must be a better way to do this, no?
1. if we knew who would be a prospect on the first call, and get rid of those who will never buy, how much time would we save?

Sales is a Flawed Model
Friday, 26 Jun, 2015
Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?

Don’t Give Away Free Programs
Sunday, 7 Sep, 2014
Don’t Give Away Free Programs

Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do

Buying Facilitation® and Sales: The Great One-Two Punch:
Tuesday, 20 May, 2014
Buying Facilitation® and Sales: The Great One-Two Punch:

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

Content is not King
Tuesday, 6 May, 2014
Content is not King

Do you know the point in the buyer’s journey that they read your content? Is it when the assistant hands her boss a stack of articles to help him prepare for a meeting?