IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). …

Paul McCord can help you sell. He’s got interesting ideas about how to be successful, without giving up your values and integrity.
He’s got lots to offer on his site, but this was my favorite page: …

Chris Brogan is to be trusted. But how do we know?
Indeed, Chris asks the big questions that we all should be asking:
“We’ve moved from asking our neighbors to believing advertising to asking people we’ve never …

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the …

Until now, you’ve had a rather specific definition of sales: uncover need, define how a solution fits, and place a product where there is a match between your product and the need. But given that …

Listening is circular, and ends with the originating speaker receiving a message they need to respond to. There is a speaker and a listener, a message maker and a message receiver. And without a Sender …