How many of you know the exact percentage of sales you close?

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG.

Richard Trafton and Diane Marentette have written a useful, engaging, and well-written book to help us all be better leaders. A New Brain for Business is a gentle, smart book filled with really good ideas about how to change to be the best you can be, using your natural brain propensities.
One of my favorite things [...]

This week I was inspired by my friend Scott Allen’s post on the AmEx OPEN Forum called: Is your business ready for the new normal?
His excellent article got my attention right at the beginning:
As the economy begins to rebound, are you wondering when things will get back to normal for your business?
If you believe the prognosticators and [...]

For decades, folks who discovered Buying Facilitation™ were delighted. Finally, these visionaries said, a way to help those behind-the-scenes decisions get made in our favor instead of just sitting and waiting for buyers to come back and buy! One man, a VP of Sales at Merrill Lynch, shouted, “I KNEW IT I KNEW IT! I KNEW SOMETHING [...]

You hate to cold call, right?  Dale Carnegie taught us (in 1937) that we have to get in front of people to make a sale. In those days, there was no other way.
Yet we’re still listening to him, believing that getting in front of prospects will give us an edge – forgetting, of course, that everyone else [...]