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A View from the Buy Side
Monday, 1 Mar, 2021
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
Monday, 1 Feb, 2021
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
Monday, 12 Oct, 2020
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
Monday, 5 Oct, 2020
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
Monday, 14 Sep, 2020
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
Monday, 31 Aug, 2020
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