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 …

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 …

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 …

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 …

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 …

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, …