Archive for August, 2010
Late in the game, buyers go through a stage in the buying cycle where they want to make sure that they not making the wrong decision. Little shreds of doubt creep into their minds, and they begin to have concerns.
The salesperson’s job is to Continue Reading
The world is changing more rapidly than at any time in human history. It isn’t only the disruptive nature of the changes that are occurring, but it is the exponential speed at which change is occurring that makes this change more dramatic and…Continue Reading
Your deals are full of devils. The devils are the things that can cause you to lose. There is a whole catalogue of these devils, some of whom you are already well acquainted, and some of whom you may not recognize at all. The biggest devil of all,…Continue Reading