by | Nov 1, 2023 | Relating to The Buyer, The Buyer's Mind
A friend of mine started a new job in sales. It’s her first job in sales. She has raised money for nonprofits in the past and the new job is selling SaaS tools to nonprofits, so it is not out of the blue for her, but nonetheless, it’s very different, and...
by | Oct 18, 2023 | Presentations, Relating to The Buyer, Storytelling
There is a well-known dichotomy in academics and the professional world between scientific pursuits, and humanitarian, or social science based, or artistic pursuits. The arts are creative, and the sciences are technical. But where does that leave sellers? More than...
by | Oct 4, 2023 | Power Dynamics, Relating to The Buyer
Every seller who has spent a bit of time in the business has likely seen and used some kind of 4-quadrant decision matrix which classifies prospects in their pipeline as either large opportunities or small opportunities, as well as either ‘likely to close’ or...
by | Sep 6, 2023 | Relating to The Buyer, The Buyer's Mind
Speaking assumptively to clients and potential clients is good, but not really for the same reasons that many people think. If you have not spent a lot of time thinking through the mechanics of the reactions and responses to different types of speech, it is worthwhile...
