As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, [...]

These days we all use some form of social networking: it’s delightful to go onto LinkedIn and find colleagues from Europe who might have interest in a program with me for when I travel across the pond – colleagues that ‘know’ me well enough through my various on-line profiles to be eager to

dialogue with me,
discover ways [...]

Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when  to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more [...]

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were [...]

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill and can afford your solution. You’ve nurtured them, contacted them, met with them, scored them, pitched them, networked with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase [...]

Until the people that will touch a potential new solution buy-in to altering the status quo (their policies, relationships, rules, past decisions, job descriptions, etc), they will not make a purchase or a change: they will continue the dysfunctional behavior through time, even when an ideal solution is right in front of them.
Does this make sense – to keep [...]