I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to …

I hope you laughed at this cartoon. Indeed, the cartoon is all-too-accurate: what are we trying to sell our prospects?
We are so busy trying to get them to agree with us and close a sale, …

What is the job of a sales person? Some think it’s about providing solutions. Certainly, serving customers is part of it. I’d like to offer a different definition. I believe the job of a seller …

I’m at a client site this week (Good Practice), teaching them how to become decision facilitators.  As part of their training, I sit with each of them as they learn to make the phone their friend, …

Hi Everyone:
Sharon Drew Morgen here. As a kickoff to my new book that gives sellers tools to help buyers make business decisions in this uncertain economy – HOW MANY HANDS ON THE ELEPHANT – I’m planning a …