Go Negative or Go Nowhere

Sales people tend to be inveterate optimists. They prefer to paint visions of a bright, shining, speculative future — where everyone's happy and the results are just fabulous.  Unfortunately, this kind of approach never really gets the buyer in the...

Prep for the Executive Conversation

What’s your executive outreach strategy? Too many companies are excessively reliant on passive mechanisms to generate new leads, appointments, opportunities, and deals. They are leaving money on the table. Lots and lots of it. They are: Relying on Inbound...

Mastering the Customer Success Cycle

“The image of the world around us, which we carry in our head, is just a model.” — Jay Wright Forrester We are all enabled and constrained by our mental models. They shape our thinking and influence our actions. While these explanatory models generally...

Confronting the Guidance Imperative

You remember the term “economic boom,” don’t you? Well, will the boom ever resume? We experienced extraordinary demand for new products in the post-war period of the 1950s and 1960s. We bought new cars, televisions and household appliances. Our...

Secrets of the Guidance Economy

We are clearly going through a wrenching economic transition. But what comes next? The next economy, as I see it, should be thought of as the guidance economy. What do I mean by this? Our economy has evolved from commodities to products to services over the years. It...

Reaching Out for Guidance

Given the struggles facing both buyers and sellers in today’s markets, it’s surprising that a shared solution has been so slow to emerge. But the outlines of such a solution are becoming clearer. As we have discussed, buyers now seek assistance in managing...