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Sales

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

Sales as a Spiritual Practice
Monday, 31 Aug, 2020
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
Monday, 13 Jul, 2020
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