‘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 ‘ webinar, and it embodies the problem with the sales model’: it treats a need/problem as if it were an isolated [...]

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 not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.
Let me reverse the issue: Sellers do [...]

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 eventual product sale. They don’t understand that buying decisions must include the management of the entire inter-related systems issues that [...]

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 teaches buyers how to navigate those internal systems issues (having to do with the internal people and their relationships, the [...]

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 in this economy.
For those of you who have been following my work, you know how I feel about conventional sales [...]