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Change Management

What is a sales ‘thought leader’?
Tuesday, 16 Jul, 2013
What is a sales ‘thought leader’?

Someone called recently to ask if I were a ‘sales thought leader’. I laughed. “It’s a trick question,” I replied.

The term ‘sales thought leader’ is an oxymoron. As the person who developed a sales-related model to facilitate the behind-the-scenes aspects of the buyer’s decision path that can’t be addressed by the sales model (Buying Facilitation®), I’ve sought partners to think outside the box with me. Before he died, David Sandler called to buy me out, saying he thought he’d gone outside the box but hadn’t realized how far ‘outside the box’ was until he read my then-latest book.

FACILITATIVE QUESTIONS: QUESTIONS THAT FACILITATE CHANGE WITH INTEGRITY
Monday, 25 Feb, 2013
FACILITATIVE QUESTIONS: QUESTIONS THAT FACILITATE CHANGE WITH INTEGRITY

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need.

A buying decision is a change management problem
Monday, 17 Sep, 2012
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement.

To Make an Effective Presentation, First Enlist the Buying Decision Team
Monday, 30 Apr, 2012
To Make an Effective Presentation, First Enlist the Buying Decision Team

If your team had some needs, would you bring in solutions without giving them a say in the solution choices? Why not? Probably because you need to understand their change criteria, need to ensure a solution fits with everything else in their daily operations, and need their buy-in – different activities from choosing the solution.
And […]

Buying Decisions: The Implicit Vs. The Explicit
Monday, 30 Apr, 2012
Buying Decisions: The Implicit Vs. The Explicit

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 out what they need, position my solution in a way they understand that it will resolve their pain, and give […]

Opportunity Management
Friday, 4 Feb, 2011
Opportunity Management

Lately, a lot of new phrases are cropping up. Opportunity Management is one – and frankly, I have no idea what it means.
When I Google it, I get: ‘markets propostions while measuring success’, ‘track opportunities from lead to close,’ ‘meet your clients’ needs’, ‘forecast sales activity and revenue,’ ‘marketing validation,’ ‘market sizing,’ ‘cost of entry,’ […]