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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

Influencing Congruent, Unbiased Change: serving with integrity
Tuesday, 4 Jun, 2019
Influencing Congruent, Unbiased Change: serving with integrity

Our jobs as influencers is to help Others achieve their own brand of

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

Inside Curiosity
Monday, 6 May, 2019
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as

What is Buying Facilitation®? What sales problem does it solve?
Monday, 22 Apr, 2019
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal