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    What got us here won’t get us to where we need to be!

    The one thing constant in this world is change! Thankfully, if this wasn’t a universal constant, the prospects for all sellers would be bleak. If our customers see no reason to change, there is no reason to buy.

    How sales and marketing can engage real buyers

    Marketing and sales could be so much more effective if they could find, engage, and facilitate not-yet buyers through their Pre-Sales, change management issues - the stuff that precludes them from identifying as buyers initially but who will be once they’re ready.

    A change management perspective

    One thing that every sale involves is change. Unless you convince your buyer to change something in the way they are doing business, you won’t have a sale.

    Value Realization, Value Positioning, Value Creation

    As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers.

    Answering Your Most Burning Referral Selling Questions

    After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now.

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