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We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More

The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff Read More

I write a lot about being customer focused, about helping customer identify new opportunities, look at new ways of growing, assess new ways of running their businesses. I've long advocated being consultative, facilitating the customer buying process, and creating value in every interchange. A lot o Read More

Not long ago a sales person called be with an idea that I thought was interesting. He was pitching a concept, it was a little intriguing but I had to interrupt him, saying, What you are saying is very interesting to me, however this is the issue we face with our customers, here's how we see things, Read More

Did you know that you can accept payments using your iPhone? This article will show you how your iPhone can be turned into a credit card processing device. Read More

The persistence that your dream client will later value when applied to the outcomes you promised can sometimes damage relationships. How to know where the line is. Read More

Sales relationships can lose their passion even using the best CRM systems. Learn how to rekindle lost business with neglected clients and gain back the repeat business you’ve been missing using consultative sales strategies, building business with selling solutions sales techniques. Read More

Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More

A couple of weeks ago, I was on a panel with a number of peers. A couple of the panelists suggested the majority of companies they worked with had no sales process in place. I have a slightly different point of view, one that is perhaps worse news. Most of the organizations I work with have a sales Read More