Home » Archive by Category

Buying Facilitation®

Winning the RFP business: a case study
Tuesday, 22 Apr, 2014
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 . . .

How do you buy? Steps in a buying decision
Tuesday, 15 Apr, 2014
How do you buy? Steps in a buying decision

People are getting confused about the terms buying decision journey, buying path,..

Think Out of the Box with Buying Facilitation®
Wednesday, 26 Mar, 2014
Think Out of the Box with Buying Facilitation®

There has always been a divergence between how sellers sell and how buyers buy. That problem is the bane of a sales professional’s existence. The Buying Facilitation® model teaches sellers to help buyers facilitate their beginning-to-end buy path and manage the change they must address before they can purchase anything. Those who master it close a lot more business, much faster, regardless of their industries, countries, solutions, and price points.

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…

Get it right: Shift the sales and marketing focus to the buy side
Sunday, 26 Jan, 2014
Get it right: Shift the sales and marketing focus to the buy side

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing…