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

Where does selling begin? Why do we begin a buyer conversation by focusing on finding needs?

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives?

Do you sit and wait for your buyer’s to close? They need your solution. They like you…

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill and can afford your solution. You’ve nurtured them, contacted them, met with them, scored them, pitched them, networked with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase [...]

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately, outside of the seller’s purview, and a seller has no place at the table. Here is where we lose our sales – as buyers manage the internal politics, and the strategic/change issues – not because our solutions aren’t relevant or because we haven’t done a good job selling.
The [...]