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Questioning Questions
Monday, 22 Jun, 2020
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 8 Jun, 2020
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending years

We’re Using Sales Wrong
Monday, 11 May, 2020
We’re Using Sales Wrong

Did you ever wonder why all those folks who obviously need your solution don’t buy? No, really. Have you?

Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants
Monday, 6 Apr, 2020
Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants

When my first book Sales on the Line came out in 1993, it was the 26th book published

Prospects Aren’t Always Prospects
Monday, 30 Mar, 2020
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But