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…
And my inbox today contains an email that says, “I am one of four salesmen in an organization that hates the thought that we might come close to coming across as ‘salesy.’ As a result of these good…
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…
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.”
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