Top Sales Book of 2010 UPDATE: December 16, 2010 – SHiFT! Wins the Bronze Medal behind industry heavyweights Art Sobczak – Art discusses my Trigger Event Selling expertise and the Won Sales Analysis worksheet starting on page 40 of his book Smart Calling – and Jill Konrath – Jill has 8 pages about Trigger Events Read More

This blog post has three items: Trigger Event book giveaway at Dreamforce This month’s winner of $1,500 worth of Trigger Event Selling services Two articles I think are worth reading Trigger Event Book Giveaway InfoGroup is giving away copies of my book SHiFT! at Dreamforce ’10 – San Francisco December 6th– 9th. They are being Read More

Jed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he’s not getting very far. “People tell me to call back in two months, four months, six months, when they will be looking at this problem he says, perplexed. When I call back, I get people telling Read More

A continuation on the theme of selective perception, how Trigger Events change what we see, and how you can create a Trigger Event that will help you close more sales… No matter what you sell or who you are selling to, buyers are always in one of three buying modes. Most salespeople are quite familiar Read More

Have you ever noticed that as soon as you buy a new car you see it all over the road When women get pregnant, suddenly they start seeing other pregnant women everywhere. When couples give birth of to their first child, they stop noticing pregnant women and now start seeing babies around every corner. This Read More