Why do people attempt to turn my decision facilitation material into a sales model? Why do they use some of my vocabulary to try to manipulate clients? Frankly I am flummoxed by this. They’ve got a whole sales model to use to manipulate with.
Today I’m going to vent about sales folks and their stubborn choice to remain [...]

As sellers, we forget that when buyers make a purchasing decision, they are bringing our solution into their environment. And, trust me on this, their environment is not sitting and waiting around for us to show up.
The Identified Problem – need, or pain, as some of you may call it – has been there for [...]

We all know that sales is a failed model; we’re good sellers and offer great customer service, our products are good, and our buyers have a need that we can fulfill. But we fail to close at least 90% of the time.
If it’s not us, not our product, and the need is obvious, what’s going [...]