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Every sales person knows about following the money–at least from the point of view of who we call on at customers, we focus on people who have the money. But let me look at this from a slightly different point of view. Read More

As sales consultative sales professionals, we focus on solving our customers’ problems. We qualify customers by finding those with problems they want to solve, focus on identifying their pain and needs, then propose how our solution addresses those better than any others. And our competitors seek Read More

About 6 months ago, I started taking lessons in a couple of martial arts, Tai Chi and Kung Fu. It’s been a tremendously interesting and frustrating experience. Progress seems very slow, I feel as though I am still in the “Wax-On, Wax-Off David-san” stage. Can’t wait to get to the painting the fe Read More

I was having a conversation with close friend this morning. He was expressing frustration with a customer not moving forward on a particular deal. At the height of his frustration, my friend said: “We can have such a Monstrous Impact on the customer, why won’t they go through this Change?” Read More

First, I have to credit my friend John Cousineau with this title. It came up in a call we had recently. It seemed an appropriate, is slightly salacious, title for this subject.
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My last post, The Hip Bone Connected To The Thigh Bone….. , started a discussion about systems, that is how things work, interrelate, and the dependencies they have on each other. I focused specifically on how we acquire and retain customers, focusing on sales and marketing as separate, but tightl Read More

Everyday, I get inundated with offers. As you would expect, I somehow get on a lot of spammers lists for various things having to do with selling. Most of those go directly to my Junk Mail, so I don’t see them, but some still aren’t caught by my Spam Filters. Read More

I’ve fallen into a trap, it seems my preferred mode of communication is becoming digital–that is, I email, tweet, text. It’s so fast, convenient. To tell you the truth, often it’s the most effective. A lot of our communication is “asynchronous,” or one way. Often, we just want to let someone kn Read More

We seemed embarrassed to admit it, or we are trained not to say this, but selling isn't selling really about Self Interest? Read More

I’m constantly about how few sales people really understand what their customers are buying. They know what they are selling, but they can’t explain what they are selling it for—that is why the customer is considering buying the solution and the value it creates for them. Read More