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Changing The Paradigm: Is A 200% Increase In Sales Possible?
Monday, 17 Jul, 2006
Changing The Paradigm: Is A 200% Increase In Sales Possible?

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to […]

Sales Is The Problem: What Is The Solution?
Wednesday, 17 May, 2006
Sales Is The Problem: What Is The Solution?

Over the past year or so, it has become apparent that we are not getting the sales results we’re used to getting:

it’s taking 30% longer to close a sale than it used to;
additional decision makers seemingly appear from nowhere;
internal decision makers whom the prospects seek to include in their purchasing decision are either unfamiliar […]

Influencing Change – A Guide For Sellers, Coaches, And Supervisors
Wednesday, 9 Feb, 2005
Influencing Change – A Guide For Sellers, Coaches, And Supervisors

When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change behaviors at a boss’s insistence.
Until now, our communication rules have assumed that when we kindly or persuasively offer others good […]