12 Dirty Little Secrets: why buyers don’t buy
Monday, 7 Jan, 2019
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Write Content That Facilitates Buying Decisions
Monday, 7 Jan, 2019
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it?

Checklist for Influencers: questions for sellers, coaches, leaders, change agents.
Monday, 7 Jan, 2019
Checklist for Influencers: questions for sellers, coaches, leaders, change agents.

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet using conventional models and questions it’s inevitable that your interactions will have bias, and will unwittingly restrict possible outcomes accordingly. Since any bias you enter with will most likely skew the range of answers, the best option would be to enter each interaction with as

Servant Leadership: new skills to serve others, and why the old ones don’t work
Monday, 24 Dec, 2018
Servant Leadership: new skills to serve others, and why the old ones don’t work

I became enamored of the concept of Servant Leadership in the 1980s.

What is Buying Facilitation®? What sales problem does it solve?
Monday, 24 Dec, 2018
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.

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 24 Dec, 2018
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