Forecasting closed sales: how you will know when a buyer will close
Tuesday, 8 Apr, 2014
Forecasting closed sales: how you will know when a buyer will close

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?
As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready?
How accurate have you been with your predictions?
WHY DO WE THINK […]

What to expect from a keynote speaker
Tuesday, 8 Apr, 2014
What to expect from a keynote speaker

Like every group who brings in a keynote speaker, your needs are unique. You want someone to motivate your successful team to be even more successful; you want new ideas to excite the imagination of a newly formed team; you want a subject matter expert to incite and inspire a group moving on to new […]

Think Out of the Box with Buying Facilitation®
Wednesday, 26 Mar, 2014
Think Out of the Box with Buying Facilitation®

There has always been a divergence between how sellers sell and how buyers buy. That problem is the bane of a sales professional’s existence. The Buying Facilitation® model teaches sellers to help buyers facilitate their beginning-to-end buy path and manage the change they must address before they can purchase anything. Those who master it close a lot more business, much faster, regardless of their industries, countries, solutions, and price points.

9 Steps that Influence a Buying Decision
Wednesday, 5 Mar, 2014
9 Steps that Influence a Buying Decision

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).
Wednesday, 5 Mar, 2014
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?