If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially [...]

Years ago I did consulting for KPMG. The group I trained sold an 8 figure solution that originally took 3 years to close (we brought it down to 4 months). One of the first things they did was to get an appointment with one of the managers (an entry point, not a real decision maker) [...]

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume [...]