Archives - December 2017

It’s Christmas Season – Why Bother will all the rush? This blog is based upon a blog I wrote several years ago on Why bother with Christmas. It is worth reading again. Last night we watched the Grinch That Stole Christmas which is one of my favorite Christmas stories. The Grinch hated Christmas for he …

Complex sales where there are numerous decision-makers can be difficult to navigate.  Closing such a deal requires an understanding of the different types of buyers, what their concerns are, and what influences their desires.  It also requires the ability to anticipate, identify, and address the factors each individual cares about. There are three players in …