As I’m doing the final rewrites on my new book out Oct 15, 2009, Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I realized how many times I’ve mentioned my frustration with the failure of the sales model: it actually builds in a 90% failure [...]

Until now, you’ve had a rather specific definition of sales: uncover need, define how a solution fits, and place a product where there is a match between your product and the need. But given that the ‘need’ is no longer the buyer’s focus, you can use this time to help them see the entire elephant [...]

Listening is circular, and ends with the originating speaker receiving a message they need to respond to. There is a speaker and a listener, a message maker and a message receiver. And without a Sender and a Receiver, there is no message. Indeed, the definition of a communication includes having a sender and a receiver. [...]

I want to introduce you to a fabulous tool that I found. It’s
called The Brain
It’s a 3D content management tool that makes it
possible to store all kinds of data – data you can enter yourself, links
to sites or documents, etc. – and have everything instantly available at
your fingertips. I cleaned up my whole office once [...]

Over the past year or so, it has become apparent that we are not getting the sales results we’re used to getting:

it’s taking 30% longer to close a sale than it used to;
additional decision makers seemingly appear from nowhere;
internal decision makers whom the prospects seek to include in their purchasing decision are either unfamiliar [...]