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    sales methodology

    Buying Patterns: what are they, and how to influence them

    I coined the term Buying Patterns decades ago to explain the route people take to becoming buyers: Buying Patterns: the sequence of 13 steps people take between discovering a problem and choosing/buying a solution as they seek to resolve a problem in a way that minimizes disruption to their culture.

    Stretching your customer's value gap

    Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.

    Can a unique Way of Selling win more deals?

    My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere.

    The Golden Egg(s) Nestling in Your Basket

    From quite early on, in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.”

    It Is ALWAYS About Execution

    I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.

    External Exposure