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How Much Time Do Sales People Waste?
Monday, 31 Aug, 2015
How Much Time Do Sales People Waste?

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction.
There must be a better way to do this, no?
1. if we knew who would be a prospect on the first call, and get rid of those who will never buy, how much time would we save?

Is there more to learn?
Friday, 9 Apr, 2010
Is there more to learn?

I recently asked a colleague who has written lovingly about Buying Facilitation™ what has stopped him from teaching his folks the model – or actually learning the skills of the model himself.
“I guess I don’t appreciate there is more to learn. My team has read your books, and we apply your model best we can. But […]

Coaching does not have to be like sales
Thursday, 10 Dec, 2009
Coaching does not have to be like sales

In my opinion the field of coaching behaves similarly to the field of sales: gather data about a problem, ask responsible, caring questions, and then provide a solution. Similar to sales, coaches like to say that they really do care, that they don’t give answers, that they only provide data on relevant solutions. And yet, […]

Sales 2.0: 5 Things You Shouldn’t Expect
Monday, 6 Jul, 2009
Sales 2.0: 5 Things You Shouldn’t Expect

Sales 2.0 is the New New Thing.
I hate to be a contrarian (Oh. Ok. I love it. Why change the habits of a lifetime?) but… it’s not the end-all and be-all that it’s being touted as.
Here’s the good news: Sales 2.0 is good for driving people to you. By simply offering a webinar, a free […]