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 blog. Have a look: http://billgluth.typepad.com/bill_gluth_blog/2005/07/buying_facilita.html
Business partners are good to have. Thanks, Bill. Thanks for inviting new thinking and working with [...]

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 continued organizational buy-in. We’re all so busy partnering and outsourcing and networking, that we forget that without the buy-in necessary [...]

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 even the current sales thinking – even when it includes the thinking about how customers buy that I began introducing [...]

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 are huge offenders of this, as are techies. Both assume that their maps of the world are accurate and pit [...]