Managing a Sales Team
Thursday, 15 Apr, 2010
Managing a Sales Team

What’s the difference between managing a sales team, and closing a prospect? No, it’s not a trick question. I believe they are similar.
When we assume that we perceive a buyer’s problem (from our unique – biased – vantage point, of course), and believe we have the solution, we move forward attempting to influence them around choosing to […]

A Difficult Employee Relationship
Tuesday, 13 Apr, 2010
A Difficult Employee Relationship

Am I the only person who has an employee that I love who is a ‘problem child?’ I’d love to start a discussion on this, as I suspect I’m not the only one. And truly – I don’t know what part of it is me. I’m sure a lot, and I’m very open to learning […]

Contest: the 10 Steps of a Sales Cycle
Monday, 12 Apr, 2010
Contest: the 10 Steps of a Sales Cycle

I am having a contest! Ready to play? Since my Monday posts are about Buying Facilitation®, and I’ve written so extensively on it, it’s time to put some of your learning into practice. How does Buying Facilitation® fit with the sales model (especially given that both models include managing the buying decision, albeit using very […]

Is there more to learn?
Friday, 9 Apr, 2010
Is there more to learn?

I recently asked a colleague who has written lovingly about Buying Facilitation™ what has stopped him from teaching his folks the model – or actually learning the skills of the model himself.
“I guess I don’t appreciate there is more to learn. My team has read your books, and we apply your model best we can. But […]

What are you trying to sell?
Thursday, 8 Apr, 2010
What are you trying to sell?

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, that we sometimes don’t know what we are selling.
Are we selling them a solution so they will solve a problem? […]

ATT Continues to Enrage
Tuesday, 6 Apr, 2010
ATT Continues to Enrage

When I was in Whistler watching my son at the Paralympics, I was at Starbucks daily (it was my office) doing my email. Since Starbucks has wifi, I assumed (mistakenly, it turned out) that when I got online, I was using the Starbucks wifi. It was a fair assumption but oh, was I wrong.
On the last […]