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The Heart of Business
Monday, 5 Aug, 2013
The Heart of Business

For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. There seem to be different names for it these days: the heart of business, corporate social responsibility, conscious capitalism, patient capitalism, bringing the heart to work. What it means, underneath all of the words, is that we recognize that we have a responsibility to care about each other, and the earth, and run our businesses in a way that end up with a net plus — not just increased profit.

What, exactly, are the skills we need to help make a difference, to help people choose to do ‘the right thing’? I’m going to offer some new thinking that’s in line with my biases.

What is a sales ‘thought leader’?
Tuesday, 16 Jul, 2013
What is a sales ‘thought leader’?

Someone called recently to ask if I were a ‘sales thought leader’. I laughed. “It’s a trick question,” I replied.

The term ‘sales thought leader’ is an oxymoron. As the person who developed a sales-related model to facilitate the behind-the-scenes aspects of the buyer’s decision path that can’t be addressed by the sales model (Buying Facilitation®), I’ve sought partners to think outside the box with me. Before he died, David Sandler called to buy me out, saying he thought he’d gone outside the box but hadn’t realized how far ‘outside the box’ was until he read my then-latest book.

Who’s in the meeting – and who’s not?
Tuesday, 7 May, 2013
Who’s in the meeting – and who’s not?

So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.

As you enter your meeting, do you know what percent of the entire Buying Decision Team is there? What weight your contact has on the full Buying Decision Team?

Selling doesn’t cause buying
Sunday, 5 May, 2013
Selling doesn’t cause buying

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections…

The New Relationship Manager: how to differentiate yourself
Monday, 14 Jan, 2013
The New Relationship Manager: how to differentiate yourself

Until now, you’ve called yourselves relationship managers because you believe that by giving clients and prospects good service, advice, ideas, and professional behaviors you would prove yourselves worthy of being the chosen vendor. In other words, you’ve been using the title as a sales ploy.
But you all sound alike: No matter how terrific you are, […]

Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®
Wednesday, 19 Sep, 2012
Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®

By any objective standard, I’ve been successful: It’s been a blessing that an out-of-the-box idea…