I enjoy doing behavioral profiling for a number of my clents.  While we start with some basic framework profiling data, for close to 10 years of doing this, I’ve never seen ...

With executives, consider avoiding the classic “pain-based” questioning model” where salespeople try to diagnose and instantly fix an area of client concern.  ...

  Too many times typcial sales people spend more time tearing down the competition’s lousy job than highlighting on the positives that they bring to the table.  Have ...

Yes, of course you’ve got to talk, but are you using your breath to ask good questions or sell your “stuff”? Marc Miller in “Seat at the Table” ...

Despite popular opinion, change is not a four-letter word, yet you’d think so when you say the word and watch people’s faces.  If you’re not constantly ...

Do you proposals include positioning pages that show the client the “pains” you’ve discovered in your early diagnostics and how you plan to meet and exceed those ...

If you’re not positioning yourself as a key factor in your client’s strategic business management team you’re nothing more than a salesperson – please ...

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Not even the best salesman himself looks forward to having someone stop by to sell him anything.  Why do we think our customers are any different? We need to learn what our ...