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What do you do when your buyers go dark?

What do you do when your buyers stop responding to you? This is one of the most common situations we encounter in coaching and it is always interesting to see how different salespeople and leaders react to it.

Is the buying process more like a funnel, or a puzzle?

A lot of people are trying to figure out what the perfect sales process is. Some are even trying to figure out their ideal customer’s buying process. A few are even trying to align their sales process to their buyer’s process.

Is your prospect's buying process wrong?

A few months ago, I had a conversation with Adam Zais. We were discussing the new state of sales, the empowered buyer, and inbound. Somewhere along the way Adam said, "A sales person's job is to help people buy." To which I added, "To help them...