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Buying Facilitation®

You have a buying process problem, not a selling problem
Monday, 30 Aug, 2010
You have a buying process problem, not a selling problem

You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing […]

Buying Decision Enablement: put the human side of decision making into the work flow
Monday, 16 Aug, 2010
Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up – knowing only a portion of the data that buyers show up knowing – or being caught flatfooted to competitors with a bigger web footprint.
Indeed, too often now, buyers end […]

Buying Facilitation® is a Method not just a term
Monday, 9 Aug, 2010
Buying Facilitation® is a Method not just a term

Twenty five years ago, as part of my lifelong study of how brains make decisions, I realized that new decisions shift the status quo. All decisions, therefore, are basically change management problems.
Before new decisions get made, the status quo – the underlying system of rules, beliefs, relationships, etc. – must buy-in to the proposed change or it will resist and push back. And the time it […]

How sellers must change to remain indispensable – Podcast 3: Keeping Sellers Relevant
Monday, 2 Aug, 2010
How sellers must change to remain indispensable – Podcast 3: Keeping Sellers Relevant

Unfortunately, the newspaper may be going the way of the dial telephone. I’m a journalist by trade, so this fact pains me greatly. But the truth is, newspapers haven’t yet discovered a way to re-invent themselves to remain relevant today. Technology just does too good a job making news available instantaneously.
Unfortunately, the same thing is happening with […]

Is the salesperson irrelevant? Podcast 1: Keeping Sellers Relevant
Monday, 19 Jul, 2010
Is the salesperson irrelevant? Podcast 1: Keeping Sellers Relevant

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that will replicate questions that sellers ask, on line…

BuyING Facilitation® vs BuyER Facilitation revisited
Tuesday, 13 Jul, 2010
BuyING Facilitation® vs BuyER Facilitation revisited

Lately, I’ve noticed folks using the term buyer facilitation. For folks liking the term ’Buying Facilitation®’ but are thinking ’sales’, buyer facilitation is a great compromise. For me the difference is simple: sales manages the needs assessment/ solution placement end of the buyer’s decision…