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Prospects Aren’t Always Prospects
Monday, 24 May, 2021
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But that’s not true or we’d be closing a lot more business

How, Why, and When Buyers Buy
Monday, 10 May, 2021
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously?

Let’s Talk About Sales
Monday, 26 Apr, 2021
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

A View from the Buy Side
Monday, 1 Mar, 2021
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
Monday, 1 Feb, 2021
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

Upselling: find additional business in existing accounts
Monday, 12 Oct, 2020
Upselling: find additional business in existing accounts

Many years ago, just as technology was becoming ubiquitous, I closed