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Articles tagged with: failure

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012
Fighting for Failure: why modern sales practices are illogical

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]

Marketing Leads: based on faulty assumptions?
Friday, 8 Oct, 2010
Marketing Leads: based on faulty assumptions?

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not address the human, private, off-line side of the buying decision journey. And it’s been said that using marketing automation offers a competitive advantage, but can it be even more productive? I believe that […]

Video: Why Sales Fail
Thursday, 22 Apr, 2010
Video: Why Sales Fail

Transcript:

Turning a ‘No’ into a ‘Yes’
Monday, 7 Dec, 2009
Turning a ‘No’ into a ‘Yes’

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty Little Secrets;” it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’.
I was at a […]

The Arrogance of Sales
Monday, 2 Nov, 2009
The Arrogance of Sales

Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs,  respect and care for prospects, and position your products so prospects recognize how your solution manages their need. You are good. You are professional. You are conscientious. Yet you only close a fraction of your sales; you seem to have no idea who to spend time […]