Home » Archive by Tags

Articles tagged with: book

Guest Blog: Think Strategically. Execute Brilliantly.
Thursday, 21 Apr, 2011
Guest Blog: Think Strategically. Execute Brilliantly.

My friend Anne Miller is quite a brilliant woman. Her whole business is built around ensuring that clients and buyers get the right messaging at the right time in the right way. Toward this goal, she has written 2 acclaimed books on using metaphors to explain a solution, teaches negotiation skills,  and runs a very interesting […]

Guest Post: You know what your problem is?
Thursday, 7 Apr, 2011
Guest Post: You know what your problem is?

This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article.
You think you know what your problem is. But you don’t know what it is. And that is a problem!
Whenever I work with sales teams I will ask […]

Anne Miller is the Queen of the Metaphor!
Thursday, 9 Sep, 2010
Anne Miller is the Queen of the Metaphor!

You’re finally speaking with the right prospect – either on the phone or in person. You have a great product and even greater competition. How do you differentiate yourself? How do you get the prospect to hear you? To know how to evaluate you and your solution? To know how the solution will fit?
Anne Miller will […]

Integrity in Book Publishing
Thursday, 3 Dec, 2009
Integrity in Book Publishing

The day before my book launch for my book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I received an email telling me that my book jacket looked suspiciously like another book with a similar title,  Dirty Little Secrets of Buzz: How to Attract Massive […]

Selling with Integrity
Friday, 20 Nov, 2009
Selling with Integrity

In 1995 I wrote a book called Selling with Integrity: reinventing sales through collaboration, respect, and serving, published in 1997 and subsequently on the NYTimes Business Bestseller list. The book continues to sell well, being considered one of the top sales books of all time. At the time I wrote it, it took a month […]

Is the world ready for a new sales model? Yes!
Tuesday, 17 Nov, 2009
Is the world ready for a new sales model? Yes!

Over the next few weeks I’ll be going to several countries to spread the word, teach Buying Facilitation™, keynote, and license new trainers who will be teaching Buying Facilitation™ in other countries. The most interesting fact about this is that the interest is not coming from my new book Dirty Little Secrets but from my years/decades of […]