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