Do you want to have every sales expert’s best thinking right at your finger tips?
How do you decide whose advice to take when you have a sales problem? Do you go to the old tried-and-true …

There are two distinct categories involving buying decisions:
1. the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution;
2. the solution-choice issues.
We are all very familiar …

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 …

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 …

This is a copy of an email I got from a prospect considering whether or not to attend my public Buying Facilitation™ training. I’ve included my response so you can see how I use the …

This week I was inspired by my friend Scott Allen’s post on the AmEx OPEN Forum called: Is your business ready for the new normal?
His excellent article got my attention right at the beginning:
As the economy begins …