Sales
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
Have you ever wondered why people don’t buy, even when it seems your solution is perfect for their needs? Have
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