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Articles tagged with: behind-the-scenes

Cold Calling Works – and it’s fun!
Thursday, 21 Mar, 2013
Cold Calling Works – and it’s fun!

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …

The Consultant as Whistleblower
Friday, 15 Apr, 2011
The Consultant as Whistleblower

A fast-moving marketing automation company recently hired me to train Buying Faciliation®. They were both thrilling and unnerving to work with: constant change and disruption, people changing jobs and decisions, different initiatives happening all at once, etc. left everyone breathless – with many incomplete, unmanageable, and unexamined issues left behind. Not to mention an atmosphere that was ruled by the loudest people […]

Purchasing a solution is the last thing a buyer does
Friday, 4 Dec, 2009
Purchasing a solution is the last thing a buyer does

Someone who has read one of my early books told me she thought that Buying Facilitation™ was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in his book How to Win Friends and Influence People, published in 1937, is about the product sale. How to position […]

Be The GPS For Your Buyer
Monday, 26 Oct, 2009
Be The GPS For Your Buyer

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 that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the […]

“Dirty Little Secrets” launches tomorrow: 3 more secrets unveiled
Wednesday, 14 Oct, 2009
“Dirty Little Secrets” launches tomorrow: 3 more secrets unveiled

Yesterday I gave you 3 ‘secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
An answers for those of you who have asked how this book differs from some of my other books, and then I’ll give you 3 more ‘secrets.’
This […]

Facilitating a New Customer Experience
Friday, 25 Sep, 2009
Facilitating a New Customer Experience

What differentiates us from our competition? Not a lot. Let’s look at that in detail.

Product similarity: Our products are pretty similar at this point. While we can recite chapter, line, and verse how our offering differs, the client hears similar stories from all vendors. They just want to get a business problem resolved in a […]