If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially losing a sale.

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects as part of their proposal responses. They won 20% of the business.

For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. There seem to be different names for it these days: the heart of business, corporate social responsibility, conscious capitalism, patient capitalism, bringing the heart to work. What it means, underneath all of the words, is that we [...]

How many of you know the exact percentage of sales you close?

Richard Trafton and Diane Marentette have written a useful, engaging, and well-written book to help us all be better leaders. A New Brain for Business is a gentle, smart book filled with really good ideas about how to change to be the best you can be, using your natural brain propensities.
One of my favorite things [...]

This week I was inspired by my friend Scott Allen’s post on the AmEx OPEN Forum called: Is your business ready for the new normal?
His excellent article got my attention right at the beginning:
As the economy begins to rebound, are you wondering when things will get back to normal for your business?
If you believe the prognosticators and [...]