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No, I’m not going to get all “new wavy” and start chanting on you. There is a huge amount of literature on visualization, some of it starts getting out there, but a lot of it is rock solid. Recently, Michael Harris, commented on one of my LinkedIn Posts. In the post he brought up visualization. Read More

First, apologies to Geoffrey Moore and his seminal book Crossing The Chasm.

Several of my recent posts have stimulated discussions about the chasm between our Selling Process and our s’ Buying Processes. I’ve gotten a lot of questions about, ‘Shouldn’t we be focusing on their buying process,” “ Read More

I wish I were smart enough to make up these stories. Today, I received an unsolicited email titled, “Would you like to blog about sales automation.” Read More

Recently, I’ve been involved in a number of heated discussions on micromanagement and attention to detail. Often, at a superficial level, they look the same, but in reality they are very different. Read More

Many of you know that I was actually trained as a Theoretical Physicist, but somehow found myself going to the Dark Side—Sales. But, I keep going back to my roots in physics, it sometimes helps me understand phenomena we encounter in Sales. Read More

Too often, I meet sales people who are uncomfortable with challenging their customers. Whether it’s out of politeness (the customer is always right), or not wanting to “rock the boat” with the customer, they are non-committal. Read More

My friend, Mike Weinberg, has gotten all in a lather about whether we hire Team Players Or Top Producers. His post is really good, I tend to agree with him, but have a slightly different perspective. Read More

As much as we try to develop, implement, and execute outstanding customer experiences, sometimes things fall apart and we have a complete disaster. Everything goes wrong! Read More

I’ve been writing a short series on Hacking Selling–(Hacking Selling, Hacking Selling Part 2). As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” “How do I manage my time better?” “How do I get things done more easil Read More

When the customer perceives little difference between alternative solutions from vendors, the lowest price wins! And that’s how it should be, it would be insane for the customer to do anything else. Read More