As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your [...]

Just to whet your appetite, here are three of the  ’dirty little secrets’ from my the Conclusion of my new book. Enjoy.
2. Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or adjacent to, their
Because we invariably meet our [...]

There have been almost as many sales books written as there have been cook books.
But none have ever been written on how to influence, understand, manage, or support the full complement behind-the-scenes, personal/policital and non-need-related elements in a buyer’s decision to purchase.
Sales books manage the solution sale: understanding needs, ‘getting in’, handling cold calls, closing, or objections. Using [...]

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally before they can purchase anything, we fail far more than we should. And we end [...]

Buyers buy when they want to resolve a business problem.
Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem.
Buyers buy when their internal system – their culture – knows how to make room for something new without disrupting the status [...]