In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re  ’the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a new solution enters) [...]

For those of you who read my blogs and have some interest in understanding the results you’ll…

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay - titled “In a Downturn, Provoke Your Customers.”
REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY?
I found the article ruefully humorous. Here are some of the smartest business minds in [...]

A term the larger marketing automation firms are trying to promote is dubbed ‘revenue performance management.’ What does this mean? Who’s performance are they hoping to monetize?
It’s been fascinating to me that the major players in the field insist they ‘know’ the buyer’s decision path.

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework…

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting?