Bill – who’s mission is to provide cutting edge knowledge, skills and resources to effectively grow your revenues in today’s high tech – human touch business environment. has kindly included my thinking on his latest …

As I move beyond my ’sales’ model, and refine the decision facilitation method I’ve included in Buying Facilitation, I recognize a profound need in corporations today to support the collaborative decisions necessary for early and …

The field of sales has remained static for centuries. Sure, we’ve been noticing that a buyer has needs and ways that they buy for about 20 years, starting with Linda Richardson and consultative sales. But …

I always wonder why people assume that their assumptions are accurate – making others wrong? I wonder why they don’t assume that others are just thinking with different beliefs than theirs, and get curious.
Sales people …