Lately, I’ve heard a few folks using the term that I have been using for 20: decision facilitation.
But what, exactly, does that mean?
Since I suspect there is a good chance I was the person who …

Buyers have lots to do before they buy. And it has little to do with your product or their need.
You know those times when buyers show up and, barely before you can ask them what they …

Sales 2.0 is the New New Thing.
I hate to be a contrarian (Oh. Ok. I love it. Why change the habits of a lifetime?) but… it’s not the end-all and be-all that it’s being touted …

When I began talking about ‘helping buyers buy’, or ‘decision facilitation’ in 1988, people thought I was a bit eccentric, to say the least. “I help buyers buy too,” I used to hear. “I find …

As sellers, we forget that when buyers make a purchasing decision, they are bringing our solution into their environment. And, trust me on this, their environment is not sitting and waiting around for us to …

Buyers live in a system. It includes people, policies, relationships, company or family politics, personality issues, initiatives, historic vendor relationships, personal biases, fears. And any Identified Problem, or need, that our product can resolve, sits …