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Some Truths about Systems, and How they Affect Change
Monday, 24 Dec, 2018
Some Truths about Systems, and How they Affect Change

As a Change Facilitator, I often get asked about the nature of decision making, change and buy-in. Since my responses seem surprising

Questioning Questions
Monday, 17 Dec, 2018
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

Addressing Diversity Through Listening
Monday, 17 Dec, 2018
Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated.

Steps Along the Buying Decision Path
Monday, 17 Dec, 2018
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years?

Winning the RFP business: a case study
Monday, 10 Dec, 2018
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .