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Buying Facilitation®

Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years? These days we run our businesses differently, with new models of hiring, training, leading, and executing; we have the use of unimaginable amounts of information and search capability to connect with new people and ideas. We now care more about diversity, gender and racial bias, and collaboration. We are far more visible, know our competition better, have greater reach, and possess an astounding capability to develop new solutions from any materials, from anywhere in the world that our imaginations can envision.

Winning the RFP business: a case study
Monday, 10 Dec, 2018
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .

Resolving Unconscious Bias
Monday, 10 Dec, 2018
Resolving Unconscious Bias

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very

12 Dirty Little Secrets: why buyers don’t buy
Monday, 3 Dec, 2018
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.

Collaborative Decision Making for Successful Implementations
Monday, 19 Nov, 2018
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to

Write Content That Facilitates Buying Decisions
Monday, 19 Nov, 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?