Home » Archive by Category

Buying Facilitation®

Change management and sales: influencing the buying decision path
Monday, 9 Jul, 2018
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

We Close Only The Low Hanging Fruit
Monday, 11 Jun, 2018
We Close Only The Low Hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 21 May, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending..

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 14 May, 2018
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well,

FACILITATIVE QUESTIONS: Questions that facilitate change
Saturday, 5 May, 2018
FACILITATIVE QUESTIONS: Questions that facilitate change

As professionals a big part of our jobs is to influence change.

Write Content That Facilitates Buying Decisions
Monday, 16 Apr, 2018
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?