Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief  that there is a ‘rational’ way to recognize choice -  rationality assumed when the ‘appropriate information’ is available to decide with.
In other words, when choices are made that go against what the world [...]

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets…

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole…

The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.

Until the people that will touch a potential new solution buy-in to altering the status quo (their policies, relationships…

In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re  ’the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a new solution enters) [...]