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Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Do We Really Need Proposals?
Monday, 30 Sep, 2019
Do We Really Need Proposals?

Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

How the Sales Industry Colludes in Failure
Monday, 1 Jul, 2019
How the Sales Industry Colludes in Failure

Would you consider a baseball player with a 95% failure rate Successful?

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 17 Jun, 2019
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending

Recognize Buyers on the First Call
Monday, 13 May, 2019
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he