So, Who Exactly is the Key Decision Maker, aka Economic Buyer? While many use the term “key decision maker,” I prefer the term “economic buyer,” as popularized by sales trainers and authors Robert Miller and Stephen Heiman.1 There is always one person—or sometimes a small group—who fulfills this role for a given...
The Myth of “Anything’s Possible” Can an amateur golfer sink a 50-foot putt while blindfolded? Sure. It’s also possible to survive going over Niagara Falls—and a small number of people actually have.1 But in both cases, the keyword is possible, not probable. A professional golfer sinks a 50-foot putt only about 3 percent...
We have all seen cartoons of a dog chasing the garbage truck down the street. What happens when the truck stops and the dog catches it? Frequently, the dog is left uncertain, unsure of what to do next, and simply barks in confusion. A similar scenario often unfolds in enterprise sales. A...
Lessons From Bad Managers Over the course of my career, I’ve worked for more than a few poor managers—enough that choosing just one as the worst would be nearly impossible. Instead, I’ve narrowed it down to three who left the deepest impression. Ironically, I’ve also been fortunate to work for some...
Think about the last time you attended a meeting where a seller utilized PowerPoint slides to present their offerings. Did the presentation effectively persuade you to give more serious consideration to their company? Many have bored me to fight to stay awake. This is probably because the seller utilized the company’s...
Reasonably accurate sales forecasting has been a persistent challenge in every sales organization I’ve encountered throughout my career. The question is simple: why can’t sales pros forecast their deals to close this month and next month with even 60% accuracy? On the surface, it should be straightforward. In reality, it...
Why use the Player/Coach Model? This hybrid approach combines hands-on contribution (Player) with team management and mentorship (Coach). It is common in startups and agile organizations. The model offers leaders who both do the work and shape strategy. It can be deployed in sales and non-sales positions. Rethinking the Player/Coach Model in...
Can a sales pro with little formal training—and only a limited understanding of the enterprise sales cycle—consistently exceed quota? Most sales leaders would probably say no. After all, today’s complex selling environments demand structured methodologies, disciplined qualification, and carefully managed sales processes. Yet during my career, I encountered a salesperson who seemed...
Demonstrations Don’t Always Go as Planned—Here’s How to Recover Have you ever experienced a product demonstration going awry in front of a prospect? Perhaps the internet connection failed, a technical glitch appeared at the worst possible moment, or a critical feature didn’t perform as expected. Maybe some attendees struggled to join...
Have you ever worked on a prospect who did everything right? They showed genuine interest. They gave you access to decision-makers. They confirmed they had the budget. They returned your calls promptly. On paper, they were the perfect opportunity. They checked every box of a “qualified prospect.” They even matched your...