Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of [...]

Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.
But are they stalling? Are they really ignoring their needs, working with sub-optimal functionality, for a reason?
No. No. No. Yes. Not stalling, not ignoring their needs. Not working with sub-optimal functionality. Yes, there is a powerful reason.
Buyers can’t buy until all [...]

Do you sit and wait for your buyer’s to close? They need your solution. They like you…

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.
What happened? Are they stupid? Did they lie to [...]

Sales people get confused when I suggest they can’t ’understand’ the buyer’s needs if they approach a sale with this outcome. Without everyone on board who will lend their voice to a possible solution, buyers cannot understand it themselves. And using the sales model, we can’t help: we’ll never understand what’s going on behind-the-scenes as they figure out who should be involved, what must be [...]

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections, the price issues, the delayed sales cycles, the excuses, and those who just, well, disappear, don’t you realize these same problems have been cropping up, um, forever? And that whatever you seem to be doing to ‘correct’ the issue doesn’t seem to [...]