The word data means facts and statistics that have been in some way collected. Our technologies now allow us to collect an endless amount of data, some of which is helpful in making sense of our world, as well as assisting with better decisions.…Continue Reading
Where there is smoke, there is fire.
If your prospective client has been through five vendors in the last five years, there is a small chance that they haven’t yet found the right partner. There is a better chance that they are a difficult…Continue Reading
The buyer is doing massive research. Massive? No. Some surface level research? Yes. First, I ask you to reflect on your last nine or ten sales calls and see if there is anything that should cause you to believe that your prospective client is…Continue Reading
The reason to understand where a buyer is in their process is so you have an orienting generalization, some idea about where they are in the decision-making process. But because decision-making is often a non-linear process, you want a deep…Continue Reading
Sales is one of the few endeavors where so much of the focus is on results. We celebrate the results that we achieve, winning new business and reaching and exceeding goals. These things are worth celebrating. But the progress towards those results…Continue Reading