For years, to become better at sales and selling, sales people and business owners have focused on closing techniques or perfecting their pitch and offers. With the big flip in control of the sales process transferring to the buyer, in order to become better at selling now, we must study

Is it hot in here? Or maybe that’s the heat of competition you’re feeling. You’re sweating at the cheaper, faster, bigger or slicker new kids on the block, trying to eat away at your market share and customers, clients or donors. Almost all our clients bring up “the competition” in

Sellers have traditionally focused on buyers’ price and budget as their biggest obstacles. Guess what? Your First (And Sometimes Biggest) Hurdle Is Time On any given day, the average person makes thousand of decisions—both consciously and in “auto-pilot” mode. We make over 200 decisions every day just about food! (Pancakes,

Next year is just a few weeks away. Right about now, you’re decking the halls and putting on party pants to spend special time with friends and family but don’t throw away the rest of this year yet! Now is a great time to lay out your strategy so you

In my experience working with businesses in all different industries at different stages—from small businesses, to mid sized business and even enterprise organizations, I’ve found one particular place where most businesses and sales professionals are lacking: a real, actionable Sales Strategy to grow their business. Business Development is usually the

As you get busy putting the finishing touches on this year and planning for the next, it’s easy to get lost in the numbers. Yes, it’s critical to measure wins, losses, margins and profits so you can build budgets and projections, but don’t forget to spend some time planning the

Today’s blog tackles the last of the 4 Tenets of Modern Consumers: Collaboration. It didn’t take much to find a relevant example of why we demand this in our partnerships. This story is from this just past week: Alright, STOP. Collaborate and Listen . . . (If you chuckled here,

Does this title feel ALL too familiar to you? I had an encounter with a business prospect last week. “Tom” had met me and heard me speak at a conference about “Meeting the Modern Consumer” and sent me an email to discuss what that really meant for his business. Here's

How are you getting in front of your target audience? Do they know your expertise and value? Did you see what we did there? We didn’t say "customers” or “prospects” we used “audience.” Because if you only speak to who you think will buy from you, you’re missing the boat

Have you ever had a chat with someone and you walked away with your spidey sense screaming that the conversation and/or the person was completely full of it? Or did you have the feeling that what they said was not in alignment with their intentions or actions? I call that