You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how …

There are two distinct categories involving buying decisions:
1. the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution;
2. the solution-choice issues.
We are all very familiar …

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up - knowing only a portion of …

Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in …

Unfortunately, the newspaper may be going the way of the dial telephone. I’m a journalist by trade, so this fact pains me greatly. But the truth is, newspapers haven’t yet discovered a way to re-invent themselves to …

The buying decision journey involves more than finding a solution: buyers have private stuff they must complete and decide on with colleagues before they get the buy-in to make a purchase. We’ve sat and waited while they’ve done this.
That has …