Home » Archive by Tags

Articles tagged with: change

Your solution is the last thing the buyer needs
Saturday, 23 Mar, 2013
Your solution is the last thing the buyer needs

The sales model has taught you to uncover needs – to really, really understand needs – so  you recognize who is a good prospect and know the right way to pitch to that person. You finely hone your probing and questioning skills. You learn to hear a need from a mile off. You teach your staff to have great care […]

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

What do I do with my brain?
Tuesday, 18 Jan, 2011
What do I do with my brain?

I have a very unusual brain and experience the world differently than most. As a person with Non-Verbal Learning Disorder (NLD – a form of Aspgerger’s), I experience the world in systems. I listen for systems, hear people speak in systems, ask systems-based questions. Some folks find me obnoxious, some charming. Some find me smart/interesting. But certainly […]

Making Change Work: Part 2 – What is a system, and how does change happen?
Monday, 27 Dec, 2010
Making Change Work: Part 2 – What is a system, and how does change happen?

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 my second podcast of the 6 part series Making Change Work that I’m recording with StrategyDriven Magazine and Nathan Ives.
This […]

Managing the pushback we create
Monday, 1 Nov, 2010
Managing the pushback we create

We don’t get objections because buyers don’t like us or our solutions. Or because they don’t trust us. They object – push back – because they are protecting themselves from the fallout that would happen if something new entered their environment before they are ready.
When we notice a problem we’ve got a solution for, and go barreling forth […]

Change, change, change
Friday, 13 Aug, 2010
Change, change, change

Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in the industry to keep doing what you’ve always done. The large companies know this (kinda); the smaller ones are pushing […]