Lately, I’ve heard a few folks using the term that I have been using for 20: decision facilitation.
But what, exactly, does that mean?
Since I suspect there is a good chance I was the person who first put those particular words together – especially in the sales field – I’d like to offer my definition.
Sales manages [...]

As sellers, we forget that when buyers make a purchasing decision, they are bringing our solution into their environment. And, trust me on this, their environment is not sitting and waiting around for us to show up.
The Identified Problem – need, or pain, as some of you may call it – has been there for [...]

When it comes to ‘change’, few people know how to get it right. Indeed, so many very smart people and consulting groups work with the change first, the assumption being that if you give people good, rational data as to why they need to change, how and what they need to change, and a route [...]

My friend Deborah Sawyer is the Managing Partner in a top recruitment firm (Odgers Berndston) in Singapore. While she was suffering from the economy earlier in the year, with usual opportunities being put on hold and much of her normal business was stalled, she noticed a trend: seems that folks are using this time to get new employees [...]

This week I became a grassroots follower of Obama. I haven’t been politically active since 1972 when I went door-to-door doing voter registration with a very pregnant belly for George McGovern. I haven’t been ‘fired up and ready to go’ since then, although truth be told, I loved Bill Clinton for his brains and audacity.
But [...]

I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:

Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know [...]