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...]

10 Commitments You Must Gain to Win Deals

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Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales professionals; prospecting is where this commitment … [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...]

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...]

How Many Agreements Do You Need?

How Many Agreements Do You Really Need?

You think you need your power sponsor to agree that you are the best person to add to their management team, that your solution is best, and that they should move forward with you. Not so fast! What about the rest of the organization that is going to be impacted by a decision to … [Read more...]