Buying Decisions
Friday, 14 Oct, 2005
Buying Decisions

For years I’ve been saying that sales is focused on the wrong element of the buy/sell process, that instead of focusing on the product end, to focus on the buying end. After all, you can’t make a sale without a buyer, and buyers buy only when they discover their own answers.
The missing piece for sellers […]

Virtual Handshake
Friday, 26 Aug, 2005
Virtual Handshake

My friend and networking guru Scott Allen’s new book has come out. Called The Virtual Handshake:Opening Doors and Closing Deals Online (Scott Allen and David Teten, AMA press), and www.thevirtualhandshake.com, the book is all you need to know about how to manage relationships and networking on-line.
I know both David and Scott. They are fully committed […]

Leadership
Monday, 1 Aug, 2005
Leadership

Without buy-in, there is no leadership.
Too many leadership programs focus on the strength and power of the leader, but no where do I read a conversation about how the leader supported their crew in making the decisions that would lead to group collaboration.
I also don’t hear the stories about how modern-day leaders are followers. Historically, […]

Bill Gluth
Tuesday, 26 Jul, 2005
Bill Gluth

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 […]

Decision Strategy
Wednesday, 20 Jul, 2005
Decision Strategy

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 […]

Helping Buyers Buy
Monday, 27 Jun, 2005
Helping Buyers Buy

I’ve been reading some articles lately that offer tips on how buyers buy. But that’s not the issue at all. Since sales has been about getting something sold, and is therefore a push technology, the accepted wisdom seems to be that if sellers understand how buyers buy, they’ll better know how to close.