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Articles tagged with: new book

Catch Up: Blogging With Colleagues, New Book Introduction
Monday, 8 Jun, 2009
Catch Up: Blogging With Colleagues, New Book Introduction

Hi Everyone:
I’m writing everyone to reconnect after several months of no contact.
As they say, “Sheeee’s Back!” But this time, with some new offerings. And regular blog posts J I’ve been listed as having one of the top 10 blogs, so please make sure you come back often.

Why is a 90% failure rate ok?
Monday, 8 Jun, 2009
Why is a 90% failure rate ok?

As I’m doing the final rewrites on my new book out Oct 15, 2009, Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I realized how many times I’ve mentioned my frustration with the failure of the sales model: it actually builds in a 90% failure […]

What Should I Title My New Book?
Thursday, 5 Mar, 2009
What Should I Title My New Book?

I’m having such a hard time titling my new book. I’m writing a new book that brings Buying Facilitation into mainstream thinking to be one of the solutions for the problems that sales folks are facing in this economy.
For those of you who have been following my work, you know how I feel about conventional sales […]

How Sales Must Shift In This Uncertain Economy
Friday, 6 Feb, 2009
How Sales Must Shift In This Uncertain Economy

Until now, you’ve had a rather specific definition of sales: uncover need, define how a solution fits, and place a product where there is a match between your product and the need. But given that the ‘need’ is no longer the buyer’s focus, you can use this time to help them see the entire elephant […]