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Decision

Seeking Funding? Have Investors Choose You Over The Competition.
Monday, 9 Jun, 2014
Seeking Funding? Have Investors Choose You Over The Competition.

You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others?

The answer is you don’t know.

Instead of relying on a great presentation and hoping it will inspire investors, why not add targeted questions to the end of your presentation to make sure you both know what you should do to meet success their criteria. Do they want to be repaid within 5 years? Do they want to sell you off for $3,000,000 in two years? Do they want you to compete with the larger brands and grow virally while becoming a hot brand they can stand behind?

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…….

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…

INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?
Tuesday, 6 May, 2014
INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

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?

How Do Decisions Get Made?
Saturday, 15 Feb, 2014
How Do Decisions Get Made?

My life’s work has focused on enabling bias-free decisions by facilitating the human criteria that often distort decisions. Until now, I’ve focused on helping sellers…