There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…

It’s so much easier for buyers to buy now.

I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy …

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. …

I’m so pleased that my trademarked model Buying Facilitation™ is getting acceptance in the sales field. I’d like to take this opportunity to introduce folks to my definition of it, to ensure that when they use the term they …

Are your sales taking too long to close? Do you know why?
Is it you? Is it your prospect? Is it your product?
And what would you need to do differently in order to close more quickly?
One …