As of tonight, Dirty Little Secrets is #2 in the sales category on Amazon!
How exciting! I am so happy I can barely express it!
I have a lot of people to thank. The most amazing thing is that I’ve never
met most of these angels – we have met over the past months (in some cases
a year or more) over the phone!
First, and friend par excellence, is Jeff Blackwell of SalesPractice.com.
Even though we don’t know each other well, he fell in love with Buying
Facilitation and my decision facilitation model quite a while ago, believing
that Buying Facilitation® completes the sales model – with integrity. He
has been tirelessly, and obnoxiously (smile) pitching me and the new book
daily for months. He humbles me.
My friend Jill has been my sounding board, my mother, my friend, and my
coach. Without her, I might have had a different book – certain... (more)
When you prepare to meet a prospect, how do you know who or what your
competition is? How do you know how to position yourself strategically
against them? Do you ‘wing it?’ Do you do research? Where do you get your
research from? How do you know your research is adequate or accurate?
I’ve got the answers for you. eCompetitors is this amazing site that has me
gobsmacked (did i spell that right?). It does all of the research you could
ever wish for, on 11,445 global industries and companies at the
line-of-business level. That means that it checks out everything – e v e r
y t h i ... (more)
I’m going to ask you a few questions. No answers today. Just questions you
may want to answer for yourselves.
How will you know that the content you are providing is the appropriate
content for your prospect base?
What skills do you need to have in addition to the ones you already have, to
ensure that the right folks find – and purchase – your solution?
What do you need to do differently to ensure that the right prospects know
how to differentiate you from the competition?
How will you know that one strategic plan would work better than another?
How do you know what level of conte... (more)
Email Archiving Journal
I don’t know about you, but when I get long emails my eyes go running
around my head. Too many words for me to take in during a busy day when I’m
sure I’m suffering from some form of ADHD as I try to multitask beyond
human capability. So I ask folks to please, please, puLEASE not send me long
But they do anyway. And then they get mad when I don’t read them –
especially when they’ve written something personal. They actually expect me
to put down what I’m doing and read a one-way missive, interpret what they
are meaning and feeling against how I in... (more)
How often have you chased a prospect for weeks/months/years and then got a
How much time have you wasted that you could have used for finding prospects
who would become clients?
And how much time have you spent waiting for prospects that either never
showed up again, or who took far, far too long to close, while you sat
waiting and wondering – or worse, chasing them or reducing the price to get
them to buy because you thought they should have closed already?
Do I have your attention? Great. Let me tell you a story.
At a client site recently, as I was preparing to do real-ti... (more)