What is Buying Facilitation®? What sales problem does it solve?
Monday, 22 Apr, 2019
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging fruit.
PROBLEM: The problem is not in getting our solution sold; it’s in getting our solution bought.

Collaborative Decision Making for Successful Implementations
Monday, 8 Apr, 2019
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to collaborate, 

Addressing Diversity Through Listening
Monday, 11 Mar, 2019
Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated. We know that by diversifying our companies, our schools, our neighborhoods we’re capable of creating all that’s possible; without diversity we limit who gets heard, who gets to lead, what knowledge we deem important, what we teach our children, what creativity looks like. Indeed, misrepresenting and under representing categories of people cost an unimaginable price in money, possibilities, and life. And yet our unconscious

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 11 Mar, 2019
The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague, only

How To Help Buyers Shift Their Status Quo
Monday, 11 Mar, 2019
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was

Boredom: A Route To Creativity
Monday, 11 Mar, 2019
Boredom: A Route To Creativity

We live our lives, these days, with continuous stimulation…