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Influencing Congruent, Unbiased Change: serving with integrity
Sunday, 20 Jan, 2019
Influencing Congruent, Unbiased Change: serving with integrity

Our jobs as influencers is to help Others achieve their own brand of

Buying Facilitation® and Sales: The Great One-Two Punch
Sunday, 20 Jan, 2019
Buying Facilitation® and Sales: The Great One-Two Punch

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

Our Listening Biases Restrict Success
Sunday, 20 Jan, 2019
Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not

Making Negotiation Win-Win
Sunday, 20 Jan, 2019
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Meetings: The Purpose, The Pain, The Possibility
Monday, 14 Jan, 2019
Meetings: The Purpose, The Pain, The Possibility

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why?

What is Buying Facilitation®? What sales problem does it solve?
Monday, 24 Dec, 2018
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.