There are two distinct categories involving buying decisions:
1. the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution;
2. the solution-choice issues.
We are all very familiar …

For those of you who have read Dirty Little Secrets and love the concept of how change happens - and for those of you who haven’t read DLS and still love change models – here is …

Sales has been around a long time. Originally a model to persuade and convince others to make a purchase, the sales model has been shifting a bit through time. First we had the serpent who …

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 …

Recently I was part of an Ideation session in which an insurance company wanted web ideas to better serve their customers. Ideally, they’d end up with functionality that members would find helpful in their health care decisions, offer great …

What’s the difference between managing a sales team, and closing a prospect? No, it’s not a trick question. I believe they are similar.
When we assume that we perceive a buyer’s problem (from our unique – biased …