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Sales Rules: How Can I Sell Better?

The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us
Monday, 16 Dec, 2019
The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us

In 1996 my sister called to say she’d made an online purchase. I was surprised: in those early days it was not only difficult to search for anything on the new internet, there wasn’t much to search for.

Do We Really Need Proposals?
Monday, 30 Sep, 2019
Do We Really Need Proposals?

Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a

Asperger’s put to work: an essay on coding choice and decision making
Monday, 29 Apr, 2019
Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to

Buying Facilitation® and Sales: The Great One-Two Punch
Sunday, 20 Jan, 2019
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

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?