What is the Calculus of Sales?

Critical Moments! What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by

Value Statements Need to Align with Job Title

The sales call wasn’t going well! I was watching the prospect’s reaction to the salesperson’s statements… He said, “It looks like you’ll gain $24

LITLOH! What is LITLOH? Living In The Land Of Hope. And if the opportunity rolls over into the next quarter it is Lounging

What can $100 buy? $1,000? $25,000? $1,000,000? It is often hard to associate an amount with a tangible deliverable, and it gets more difficult

(Stop selling when your prospect is ready to buy!) I was doing a demo for a small but important prospect. The CEO

I can’t tell you how many times I’ve heard vendors exclaim “Great!” in response to a prospect admitting a major pain. It would be

“In the world of life sciences, we often fall into the trap of the “Harbor Tour”—dragging our prospects through every single feature, button, and

How a Little Goes a Long Way: 3 Minutes Equals $24 Million Some years ago, there was an explosion of interest in electronic health

Compare these: “If you buy our software, you’ll save time and money…!” “If you implement our software, it looks like you will reduce your

Do the Last Thing First! Peel Back the Layers. Encrispen! Avoid Buying It Back. Execute all pathways with the fewest