by | Jun 17, 2026 | Organizational Structure, Relating to The Buyer, Relationship Selling, Sales Organizations
It is not always clear that long term relationships trump transactional quick wins. But, as a business community, we had a really good macro example recently that can help us understand the value of good long term relationships. In tumultuous and uncertain times, it...
by | Jun 3, 2026 | Power Dynamics, Presentations, Relating to The Buyer
There are essentially two types of interactions in the course of a sales process. The Formal Presentation: The seller is expected to deliver information, and the buyer is expected to receive it.The Informal Conversation: The seller and the buyer are expected to...
by | May 6, 2026 | Relating to The Buyer, The Buyer's Mind, The Seller's Mind
Many look down on mimicry as fake or deserving of rebuke. We have terms in our culture, colloquially used, like poser, which assign a very low level of respect to those who imitate others, or act in ways that are perceived to be copied from others’ actions. And yet,...
by | Apr 7, 2026 | Closing, Relating to The Buyer, The Buyer's Mind
Lets talk about neuromarketing and its implications for sellers. Sounds nerdy, and technical, or maybe a bit pseudo-sciency, I know. But, the field of neuromarketing has done extensive work on the mindset of buyers and how they perceive and make decisions regarding ad...
by | Feb 4, 2026 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
I have referenced The Challenger Sale and The Challenger Customer a few times in my writings because Brent Adamson & Matthew Dixon do a very nice job of thinking about the way in which buyers perceive what sellers are doing, and how that influences behavior. The...
by | Jan 8, 2026 | Discovery, Relating to The Buyer, The Buyer's Mind
As sellers, we are trained from the onset to ask questions. Discovery is a core part of what we do, and as we develop our core set of skills, conceptually, we learn to ask better questions, and respond to the answers to those questions in more productive ways....
