Sales
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
Sales as a Spiritual Practice
With untold millions of sales professionals in the world, sellers play a role in any economy. While our jobs are
How to Avoid Objections
For years I’ve written about how sales suffer because the sales model ignores the vast opportunity to to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). This restricts
Win the RFP by Adding Value
Years ago I ran a Buying Facilitation® program for a group of Senior Partners at KPMG. Before working with this team, they were using 2-