Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in the industry to keep doing what you’ve always done. The large companies know this (kinda); the smaller ones are pushing […]
I’m sure you realize that a purchasing decision is a change management problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status quo.
And once the solution gets chosen, all of the people involved […]
Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close more sales.
I sent a couple of blog posts for the folks to read, and then had a phone conference with them. My job was […]
Without buy-in, nothing changes. If the group or person deemed change necessary, it would have happened already. So whatever state the status quo is in is the preferred state: no matter what you think is wrong, or how your wonderful solution would make it better, it ain’t going to happen unless the status quo is willing […]
On Saturday, I attended Austin ProductCamp and ran a session called: How to Get Buy-In for Strategic Product Decisions
We had around 75 eager, excited people attending. I handed out a list of 11 tasks necessary for a successful implementation, and asked the participants to order them, assuming they’d focus on getting the announcement data and […]
I believe that every choice, every new concept, every new action demands a decision to allow in something new and supplement what’s already there.
So whether a buyer seeks a new solution and must get buy-in from the relevant people, or a user needs to use the new software, or an initiative needs agreement from the […]