Why Selling Is More Difficult Now

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This ain't your daddy's sale game. And it wasn't easy for him. It’s more difficult to command time. It’s more difficult than ever to gain an appointment with your dream client. They’re busier than they’ve ever been. They are being called on by more of your competitors, and they … [Read more...]

Four Reasons Selling Is More Difficult Now (and what to do about it)

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You might believe selling is more difficult now than it has been in the past. And for many reasons, it is. Here are four big reasons selling feels more difficult and what you can do to make it easier. Latent Dissatisfaction: Your dream clients should be dissatisfied, but they … [Read more...]

The Limited Value Of An Email

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It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone conversation. If the conversation is … [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 Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural).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...]

The Animal Spirits In Your Pipeline

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We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as buyers, we aren’t as thoughtful or … [Read more...]

On Science and Sales

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When something is a science it comports with the scientific method. This means that you can prove that something is always true and, no matter how many times you try, you can’t prove it false. Gravity is a good example of something scientific. If you drop something, it falls … [Read more...]

The Cavalry Isn’t Coming (Part Two)

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The cavalry isn’t coming to save you. You are going to have to take care of yourself. Go back and read this post. But you aren’t all alone. You’ve never been alone. We humans are social creatures. We always have been. We’ve never been able to survive without each other. And … [Read more...]

The Cavalry Isn’t Coming

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You’re on your own. The cavalry isn’t coming. No one is going to save you. Instead, you are going to have to save yourself. Humans have lived on this planet for about three and a half million years, give or take. From the very beginning of our time here we’ve been responsible … [Read more...]