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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…

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…