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Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Monday, 20 Mar, 2017
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…

What is Buying Facilitation®? What sales problem does it solve?
Wednesday, 8 Mar, 2017
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able

How To Help Buyers Shift Their Status Quo
Monday, 27 Feb, 2017
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. It’s just another element along the buyer’s decision path…

The Fallacy of Making Appointments
Monday, 23 Jan, 2017
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?

Practical Decision Making: getting it righter
Monday, 5 Dec, 2016
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one…

Why the Need to Build Relationships is a Myth
Monday, 3 Oct, 2016
Why the Need to Build Relationships is a Myth

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book…