Sales
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
When my first book Sales on the Line came out in 1993, it was the 26th book published
Prospects Aren’t Always Prospects
As sellers, we’ve been taught that someone with a need for our solution is a prospect. But
When, Why, What, and How to Pitch Your Story: a guide for parents, leaders, fund raisers, and sellers
For some reason, it’s an accepted norm that
Buying Patterns: what are they, and how to influence them
I coined the term Buying Patterns decades ago to
Do We Really Need Proposals?
Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a