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 buy and sellers can’t sell and what you can do about it, I realized how many times I’ve mentioned my [...]

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 business idea: how to put spirituality into the workplace. Since I have considered my Buying Facilitation™ method a servant-leader model (the [...]

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, the term is to be used in conjunction with Buying Facilitation™. After all, the buyer must manage both the internal [...]

How often have you chased a prospect for weeks/months/years and then got a ‘no?’ How much time have you wasted that you could have used for finding prospects who would become clients? And how much time have you spent waiting for prospects that either never showed up again, or who took far, far too long [...]

What is the job of a sales person? Some think it’s about providing solutions. Certainly, serving customers is part of it. I’d like to offer a different definition. I believe the job of a seller is to help a buyer be Excellent.
Until now, we’ve thought that we could help buyers achieve Excellence through a product [...]

What, exactly, is a leader?
The definition used in Tango is my favorite:  If you notice the leader, he’s not doing a very good job. The job of the leader is to get the best out of his follower and get out of the way: He opens the door, the follower goes through exhibiting her best, and then the [...]