Home » Archive by Tags

Articles tagged with: change management

Change management and sales: influencing the buying decision path
Monday, 9 Jul, 2018
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

12 Dirty Little Secrets: why buyers don’t buy
Monday, 8 Aug, 2016
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

An Intelligent Contact Sheet
Wednesday, 22 Jan, 2014
An Intelligent Contact Sheet

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.

A buying decision is a change management problem
Tuesday, 24 Sep, 2013
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement. Buying is a change management activity.

Cold Calling Works – and it’s fun!
Thursday, 21 Mar, 2013
Cold Calling Works – and it’s fun!

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …

Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®
Wednesday, 19 Sep, 2012
Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®

By any objective standard, I’ve been successful: It’s been a blessing that an out-of-the-box idea…