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 [...]

Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief  that there is a ‘rational’ way to recognize choice -  rationality assumed when the ‘appropriate information’ is available to decide with.
In other words, when choices are made that go against what the world [...]

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

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets.

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 make friends through facebook and twitter.
Did you ever [...]

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