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Sales

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

Let’s Talk About Sales
Monday, 21 Dec, 2020
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
Monday, 12 Oct, 2020
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
Monday, 5 Oct, 2020
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
Monday, 14 Sep, 2020
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship‘ that will close