Home » Archive by Category

Sales

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

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