Sales
A View from the Buy Side
Did you ever wonder what happens behind the scenes with prospects after you’ve made a connection, given a
Buying Patterns: what are they, and how to influence them
Have you ever wondered why people don’t buy, even when it seems your solution is perfect for their needs? Have
Let’s Talk About Sales
Ever since the serpent convinced Eve to eat the apple there’s been someone trying to sell something. The original idea was fairly simple: find folks with a problem, then create and sell a product that will fix it.
Upselling: find additional business in existing accounts
Many years ago, just as technology was becoming ubiquitous, I closed
Selling Only Handles a Small Portion of Buying Decisions
Do you ever wonder why all those folks who obviously need your solution don’t buy?
The Fallacy of Making Appointments
Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship‘ that will close