Managing the pushback we create
Monday, 1 Nov, 2010
Managing the pushback we create

We don’t get objections because buyers don’t like us or our solutions. Or because they don’t trust us. They object – push back – because they are protecting themselves from the fallout that would happen if something new entered their environment before they are ready.
When we notice a problem we’ve got a solution for, and go barreling forth […]

SAVO Sales Enablement Conference
Friday, 29 Oct, 2010
SAVO Sales Enablement Conference

I attended the wonderful SAVO sales enablement conference this week. I learned a lot, added gobs to my IQ, met folks doing interesting things with sales enablement, and had a great conversation with the lovely, kind, smart ideas-guy Jeff Summers.  I left with some concerns: many folks I spoke with are using sales enablement as a solution to much larger sales problems. But […]

Why is innovation distrusted?
Tuesday, 26 Oct, 2010
Why is innovation distrusted?

For some reason, when companies get scared, and the economy is in question, they hold back innovation and do ‘the meat and potatoes’ stuff. They are actually holding back possibility and ensuring lower ROI as they revert to doing the things they know will work and are able to track.
Why? In my innovator’s mind, that […]

The Buying Process Starts Much Earlier Than You Think
Monday, 25 Oct, 2010
The Buying Process Starts Much Earlier Than You Think

I’ve been frustrated of late, as I witness the field of digital selling – marketing automation, telesales, and lead gen – talk about following the buying process.
Indeed, they are only following the last 10% of the buying process. Look at this illustration:

Before buyers get online, or know fully what they need, or are ready to choose a […]

Sales questions are hot now
Friday, 22 Oct, 2010
Sales questions are hot now

A colleague recently told me that ‘sales questions are hot now.’ But I don’t know what that means:

what is a ‘sales question’?
what makes them ‘hotter now’ than before?
what is their intent?

I’m going to go out on a limb here and make a guess that a ‘hot sales question’ is defined as the ‘right’ question to […]

I need to be the Buddha more often
Tuesday, 19 Oct, 2010
I need to be the Buddha more often

As a Buddhist, I know how I’m supposed to Be: let things go, trust that all is well just as it is, stay present, don’t blame, and know that everyone is doing their best.
Right. But I can’t always achieve that state of non-judgment, allowing, and forgiveness. Editors who delete all the wrong parts; staff making far […]