‘but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign.’
I read this quote above as an intro to an ‘expert ‘ …

My friend Jill Konrath returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.”
This, said by sellers blaming buyers for …

It’s a frustrating time for me. Several issues are getting my goat.
 

So many people are finally speaking about the importance of helping buyers make buying decisions – and yet they are focusing only on the …

With so much interest in the buyer’s buying decisions, it’s important to note that the field of sales has concentrated on understanding need, and placing product. There has been no model in place that actually …

I’m having such a hard time titling my new book. I’m writing a new book that brings Buying Facilitation into mainstream thinking to be one of the solutions for the problems that sales folks are facing …