Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that …

Yesterday I gave you 3 ’secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
An answers for those of you who …

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead …

Where do our prospects go when they say, “I’ll call you back?” Most of us guess, but really, we don’t know where they go.
Where they go, in fact, is to get ahold of their colleagues …

Until or unless buyers know how to manage the tangles of people and policies that hold their Identified Problem in place, they will not make a purchase no matter how urgent their need or how appropriate …