My friend Jill Konrath returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.”
This, said by sellers blaming buyers for not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.
Let me reverse the issue: Sellers do [...]

As CPAs, your job involves several forms of communication. You need to─

Get agreement from clients, colleagues and partners.
Need to negotiate with departments of finance, CFOs and the IRS.
Ensure you understand, and are understood by, all people you communicate with.

Failure to [...]

Hi Everyone:
As we enter the new year, one of the problems that I know so many of you face is ensuring that your change situations get implemented. I have some thoughts on how to employ Buying Facilitation to help.
When something new enters a system, it challenges the status quo (especially a person’s internal status quo), [...]