Sales is an Outdated Model
Can you think of any business paradigms that have stayed the same over the past 100 years?
Anatomy of a Lost Sale: Case Study
I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.
Assumptions: Why Being Right Is Wrong
We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…
The Fallacy of Making Appointments
Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?