Sales Related: July 2005 Archives

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 for change and collaboration, we're unable to use the full extent of our combined knowledge.

I'll be writing more - articles, a book - on this topic. Any comments?

The field of sales has remained static for centuries. Sure, we've been noticing that a buyer has needs and ways that they buy for about 20 years, starting with Linda Richardson and consultative sales. But even the current sales thinking - even when it includes the thinking about how customers buy that I began introducing into the market about 15 years ago - is still heavily based on the seller. The seller knowing how the buyer buys. The seller finding ways to approach the buyer and the marketing and the message. The seller's ideas that the buyer needs to understand. The seller having the identity, the product, the niche, and the benefit.