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Sales

Why We Get Objections
Monday, 17 Feb, 2020
Why We Get Objections

For years I’ve written about how sales suffer because the sales by adding the function

Sales as a Spiritual Practice
Monday, 3 Feb, 2020
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, sellers play a role in any economy. While our

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Do We Really Need Proposals?
Monday, 30 Sep, 2019
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

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.