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A colleague recently told me that ’sales questions are hot now.’ But I don’t know what that means: 1. what is a ’sales question’? 2. what makes them ‘hotter now’ than before? 3. what is their intent? I’m going to go out on a limb her... More...

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up - knowing only a portion of the data that buyers show up... More...

Do you pull your talent through leadership and work environment? Or do you push your organization to strive to achieve established goals set by management? Great organizations excel in creating the philosophy that their people “can do” (possess th... More...

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that wi... More...

Studies and stories are released every day that confirm employees are feeling less loyal towards their employer, less motivated and more stressed at work. The latest study, conducted by CareerBuilder , shows that 24% of workers say they no longer f... More...

Recruitment is, at its most critical end, a function of sales and performs best under a well-defined brand and when underpinned by a strong marketing strategy. This is an ethic that is embraced in the agency sector (and in many cases is taken way ... More...

There are two distinct categories involving buying decisions: 1. the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution; 2. the solution-choice issues.... More...

I was going to call one of my books “I’d close more sales if it weren’t for the buyer” thinking that people would laugh at the silliness. But when I got an immediate standing ovation from 600 people when I said this, I realized that sales people be... More...

I had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another one. This time I’d like you to use your own words to define my concepts re helping buyers manage their behind-the-scenes decision issues. I’d ... More...

Sales is a great model for understanding need, discovering problems, and introducing/placing solutions. Buying Facilitation® is a great model for helping buyers navigate their behind-the-scenes political and relationship issues that must achi... More...

Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us. Now, with technology, we have eve... More...

Recently, I’ve noticed many folks using the term ‘facilitating buying decisions.’ First, let me state that we have a program by that title , that can be licensed to train in companies. It’s a very fun program, teaching sellers how to sit in a buyer’... More...

Welcome to VIPE WEEK, exclusively here on RecruiterEarth, where we will learn everything we possibly can about the company and the people behind the brand. To kick off this week, VIPE is going to give away a FlipVideo Mino and Tripod to the person wh... More...

Renaissance Life and Health Insurance Company of America (Renaissance America) has named Karyn Glogowski as vice president of individual market and Dane Sprecher as national group sales account executive. “Our growth has warranted new positio... More...

One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer’s point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings,... More...

I am delighted to invite you to my unique, free teleseminar entitled "What's Stopping You From Closing All the Sales You Should Be Closing?" on October 14th, 12:00pm PT. During this seminar, I'm going to introduce you to the problems that the sales ... More...

There are a lot of companies out there who are battening down the hatches and reining in the costs - and this includes decreasing their spend on marketing. However, studies show that companies who continue to spend on advertising and marketing dur... More...

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News

Sales questions are hot now

Buying Decision Enablement: put the human side of decision making into the work flow

Push or Pull - How Does Your Organization Manage Your Sales Talent?

Is the salesperson irrelevant? Podcast 1: Making Sales Relevant

Employee Loyalty isn’t dead – It’s just horizontal

Bridging the Sales and HR gap

The Steps to Buying: remembering the human element

What’s the buyer’s responsibility?

The Definition Game: name that concept

Buying Facilitation® and Sales: the dynamic duo

The Job of Sales Must Expand

Facilitating Buying Decisions: a definition

Free Video Camera Contest

Renaissance America Expands Sales Team

Salesmanship and Empathy

What's Stopping You From Closing All the Sales You Should Be Closing?

Is Your Company Kellogg or Post?

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