Sales
Making Negotiation Win-Win
Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.
The Problem With Information: the right time to pitch, gather, share, and advise
Information, used at the wrong time, or when used to influence or
Write Content That Facilitates Buying Decisions
Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it?
Sales is an Outdated Model
Can you think of any business paradigms that have stayed the same over the past 100 years?
Anatomy of a Lost Sale: Case Study
I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.
We Close Only The Low Hanging Fruit
80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..