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Why being terrific isn’t good enough to make a sale
Wednesday, 30 Dec, 2009
Why being terrific isn’t good enough to make a sale

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
I have begun searching for a couple of new vendors, and am becoming painfully aware of how many people think that because …

Overcoming The Stall: what takes buyers so long to buy?
Tuesday, 29 Dec, 2009
Overcoming The Stall: what takes buyers so long to buy?

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
Are your sales taking too long to close? Do you know why?
Is it you? Is it your prospect? Is it …

Be The GPS For Your Buyer
Monday, 28 Dec, 2009
Be The GPS For Your Buyer

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution …

Why is a 90% failure rate ok?
Thursday, 24 Dec, 2009
Why is a 90% failure rate ok?

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th.
As I’m doing the final rewrites on my new book out Oct 15, 2009, Dirty Little Secrets: why buyers can’t …

Martin Rutte: the man who put spirit into the workplace
Tuesday, 22 Dec, 2009
Martin Rutte: the man who put spirit into the workplace

Somewhere around nineteen years ago, just as my first book Sales on the Line was getting ready for print, I was in Los Angeles visiting a friend, and we visited one of his colleague’s to discuss a new …

Buying Facilitation® vs. buyer facilitation
Monday, 21 Dec, 2009
Buying Facilitation® vs. buyer facilitation

Lately, I’ve noticed folks using the term buyer facilitation. While I can make a good guess that the term is a version of Buying Facilitation®, it is being used in a ’sales’ context. So maybe, …