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Why do we gather information from buyers?
Monday, 17 Aug, 2015
Why do we gather information from buyers?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

What is Resistance? (Part 4)
Tuesday, 21 Oct, 2014
What is Resistance? (Part 4)

There is a universally believed concept that resistance is ubiquitous, that any change, any new idea, will engender resistance. University programs teach it, Harvard professors such as Chris Argyris have made their reputations and written books on it, consultants make their livings managing it. Yet there is absolutely no reason for there to ever be resistance.
Let’s start with the underlying issue: systems. Everyone lives in, works in, a system of people, rules, relationships, expectations, history….

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

Your solution is the last thing a buyer needs. Literally…

Forecasting closed sales: how you will know when a buyer will close
Tuesday, 8 Apr, 2014
Forecasting closed sales: how you will know when a buyer will close

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?
As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready?
How accurate have you been with your predictions?
WHY DO WE THINK […]

BEST OF 2013: Leadership, Change, Listening, Buying Decisions
Monday, 30 Dec, 2013
BEST OF 2013: Leadership, Change, Listening, Buying Decisions

An interesting year. Sales technology…

A buying decision is a change management problem
Tuesday, 24 Sep, 2013
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement. Buying is a change management activity.