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Buying Facilitation®

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

Your solution is the last thing a buyer needs. Literally…

Does The Sales Model Do What We Need It To Do?
Tuesday, 17 Jun, 2014
Does The Sales Model Do What We Need It To Do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.

The Last Thing Buyers Need is your Solution
Tuesday, 3 Jun, 2014
The Last Thing Buyers Need is your Solution

You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….

You think know your buyer. You don’t.
Tuesday, 3 Jun, 2014
You think know your buyer. You don’t.

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs.

Social Listening: Are We Really Hearing Our Customers
Monday, 26 May, 2014
Social Listening: Are We Really Hearing Our Customers

Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to actively facilitate buyers, users, and followers through to the desired outcome.

There are 13 steps all buyers or followers – consumers of products as well as services, B2B as well as B2C – take before they finally choose to buy a new solution. The first 10 of these steps include hidden, change management, and buy-in issues that are essential, but not directly related to, a purchase.

What’s a Buying Decision Team? And Why is it Important?
Monday, 26 May, 2014
What’s a Buying Decision Team? And Why is it Important?

A buying decision is not a whim. Whether you’re making a small personal purchase with one Buying Decision Team member or a…