Sales is a great model for understanding need, discovering problems, and introducing/placing solutions.
Buying Facilitation® is a great model for helping buyers navigate their behind-the-scenes political and relationship issues that must achieve buy-in before they get …

The sales profession focuses on placing product. While some would disagree and claim it’s based on ‘meeting a buyer’s needs’, it comes down to the same thing: how to get a product placed. And, after …

Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us.
Now, with technology, we have even more …

When I tell sales folks their sales cycle is double what it should be, they assume I’m lying. But I’m not. I’m just using a different model than sales to being my client contact: Given that …

Did I get your attention? Good. Because I’m serious.
Most of you would laugh, tell me I’m wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’  But what, exactly, has it …

Sometimes being a thought leader is frustrating. OK – it’s often frustrating. I usually know how to be patient, or recognize what is happening so I can make some sort of sense of stuff going …