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Sales

Sales University
Monday, 7 Jan, 2008
Sales University

In an effort to more fully explore the entire profession of ‘sales’ as I have been doing on my new site www.salesresources.biz, I’d like to introduce you to the universities that are either offering sales programs, or areactually offering a degree’d program in sales.
The Russ Berrie Institute actually offers an MS in sales! Imagine! You […]

It’s the Buying Decision, Stupid
Monday, 6 Aug, 2007
It’s the Buying Decision, Stupid

Understanding how buyers decide doesn’t close a sale. What does?

Coaching
Tuesday, 10 Jul, 2007
Coaching

Apparently coaching – which we used to call consulting – is now the new new thing. What’s amazing to me is how few people either get properly trained, or – if trained – really know what they are doing. How does a client choose one coach over another? How does s/he know when a coach […]

What about sales is sacrosanct?
Tuesday, 12 Jun, 2007
What about sales is sacrosanct?

Sales is not about assessing needs or solving a problem: it must be about managing the system that created the Identified Problem to begin with – and only the group that created that Problem can resolve it.

Systems thinking and sales
Tuesday, 12 Jun, 2007
Systems thinking and sales

We all (including ‘buyers’) live within systems that are self-sustaining.
When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that created it and maintains it must be included in the solution or disruption will ensue. That is the length of […]

Service
Monday, 11 Jun, 2007
Service

I’ve had several instances today in which people whom I’ve paid to give me a product or service didn’t contact me to tell me something I needed to know, and it cost me money. When I finally got ahold of them, they just kinda shrugged it off.
How do we know when vendors will give us […]