We have put together a brand new book series to help you learn and apply Buying Facilitation. The newsletter essays that you have enjoyed for years have been organized into topic chapters with introductions written …

Without buy-in, there is no leadership.
Too many leadership programs focus on the strength and power of the leader, but no where do I read a conversation about how the leader supported their crew in making …

As I move beyond my ’sales’ model, and refine the decision facilitation method I’ve included in Buying Facilitation, I recognize a profound need in corporations today to support the collaborative decisions necessary for early and …

The field of sales has remained static for centuries. Sure, we’ve been noticing that a buyer has needs and ways that they buy for about 20 years, starting with Linda Richardson and consultative sales. But …

I’ve been reading some articles lately that offer tips on how buyers buy. But that’s not the issue at all. Since sales has been about getting something sold, and is therefore a push technology, the …

Sometimes I get very frustrated by mainstream sales folks who stick to what they’ve been used to for a long time, and have little interest in adopting a new idea. While they say they are …