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A buying decision is a change management problem
Monday, 17 Sep, 2012
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement.

The good news/bad news about not understanding rules
Thursday, 7 Jun, 2012
The good news/bad news about not understanding rules

I was thinking today about…

Finding a prospect vs. creating a prospect
Thursday, 24 May, 2012
Finding a prospect vs. creating a prospect

You place a call to get through to the decision maker.

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012
Fighting for Failure: why modern sales practices are illogical

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]

9 easy ways to get your brand recognized
Saturday, 12 May, 2012
9 easy ways to get your brand recognized

To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.
BLOGS ‘Everyone’ has a blog. So simple to set up. So simple to maintain. Use a template or hire a designer. Get WordPress. But do it. Just do it. Start writing a few times a week. Even if it’s […]

Where does selling begin? Activate the buying journey immediately
Tuesday, 3 Apr, 2012
Where does selling begin? Activate the buying journey immediately

Where does selling begin? Why do we begin a buyer conversation by focusing on finding needs?