The sales and marketing communities have a historic enmity: marketing people think sellers don’t effectively use the data they gather, and sales folks think marketers give them bad leads. Marketing people are annoyed that sellers get …

Someone who has read one of my early books told me she thought that Buying Facilitation™ was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in …

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that …

Yesterday I gave you 3 ’secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
An answers for those of you who …

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead …

What differentiates us from our competition? Not a lot. Let’s look at that in detail.

Product similarity: Our products are pretty similar at this point. While we can recite chapter, line, and verse how our offering …