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 to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing […]

Do you want to have every sales expert’s best thinking right at your finger tips?
How do you decide whose advice to take when you have a sales problem? Do you go to the old tried-and-true masters? The new thinkers?
Do you want to know how technology is making a difference? Or just how to decrease the […]

I live in Austin. That means August and September are the equivalent of living inside a furnace. Going outside means your eyes get blinded by the white hot sun, and your skin slowly burns. I live in loose, abbreviated clothing – jeans get put away from June til October as do normal shoes.
I can’t complain […]

On Mondays I always talk about Buying Facilitation™. But I was so blown away from a conversation with Vanessa  DiMauro, a thought leader whose company Leader Networks does research and consulting specializing in harnessing the power of how new digital tools drive measurable business benefits, that I absolutely cannot think straight. She has stretched, expanded, confused, excited, and intrigued my brain […]

Why do people attempt to turn my decision facilitation material into a sales model? Why do they use some of my vocabulary to try to manipulate clients? Frankly I am flummoxed by this. They’ve got a whole sales model to use to manipulate with.
Today I’m going to vent about sales folks and their stubborn choice to remain […]

My colleague Vanessa DiMauro is a leadership guru. This seriously cool YouTube video was on her blog recently.
Charming, fun, and smart, it tells a very interesting story of a Lone Nut, on a hill among friends, as he gets up and starts to dance. Alone. Soon, a First Follower shows up to join his dance. The LN hugs the […]