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What is Buying Facilitation®? What sales problem does it solve?
Friday, 22 Dec, 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 to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging fruit.
PROBLEM: The problem is not in getting our solution sold; it’s in getting our solution bought.

Recognize Buyers on the First Call
Monday, 11 Dec, 2017
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings…

Boredom: A Route To Creativity
Monday, 13 Nov, 2017
Boredom: A Route To Creativity

We live our lives, these days, with continuous stimulation…

Inside Curiosity
Monday, 23 Oct, 2017
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus:

Hear Us Roar
Monday, 16 Oct, 2017
Hear Us Roar

Following the latest sexual harassment incident with Harvey Weinstein, Jane Fonda requested

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working
Monday, 2 Oct, 2017
Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over 90% failure on their attempts.
If, however, a seller can enter the call with a goal to create the means for buyers to discover their path to