11 Observations on How Groups Decide to Change

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People have a tough time deciding to change. Until they don’t. When their dissatisfaction reaches threshold, they make the decision to change very quickly. It is difficult for groups to make decisions. The more dysfunctional the group, the more difficult it is to gain … [Read more...]

If You Were An App

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If you were an app that your dream client could use to help them with a buying decision, what buttons would you offer? What’s Missing: The what’s missing button might help your dream client understand how they might do something better. It might help them see what new results … [Read more...]

How To Have Productive Disagreements

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As you work in sales and in business you are going to disagree with your peers and your team about what the best course of action is in some circumstances. You will have strong feelings, and they will have strong feelings too. You will end up arguing with each other about what … [Read more...]

Five Reasons Your Opportunity Stalled

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The best way to deal with the stalled opportunity is not allow it to stall in the first place. It’s much more difficult to restart a stalled opportunity than it is to take the actions necessary to keep it moving through the process. Here are five common reasons that your … [Read more...]

The Death of the Economic Buyer

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There is no longer an economic buyer. Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural). Every stakeholder is responsible for a line on the profit and loss report, is being asked to make a greater financial … [Read more...]

Losses Due to Lack of Consensus

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Lately I am seeing more and more salespeople lose opportunities because they don’t have the support of the necessary stakeholders. Here's two ideas to prevent this from putting an opportunity in your loss column. Authority In some cases they don’t have authority. Even though … [Read more...]

Legitimacy and Lack of Consensus

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Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion. The Affordable Care Act (or Obamacare) … [Read more...]

Be the Value

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Value is in the eye of the beholder. There are lots of different ways to think about value. But you can be the biggest part of the value proposition. Your Business Acumen You create value by understanding fundamental business principles. You understand how what you do is … [Read more...]

Change Occurs When You Reach Threshold

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The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and uncomfortable. Is it any wonder your dream clients aren’t excited to change? Even when they have good reason to change, they often seek the safety and comfort of … [Read more...]

The CEO of the Problem

The CEO of the Problem

You don’t always need access to the highest levels of your dream client to make a deal. You don’t necessarily need access to the C-Suite to find the authority you need to win. But you do need the “CEO of the problem.” The title “CEO of the problem” isn’t a real title (as if you … [Read more...]