I recently contacted a man who runs a marketing automation company, thinking there might be areas of potential partnership…

It’s so much easier for buyers to buy now. With the click of a wrist, or a jog of a fingertip, they can read about, compare, and purchase whatever they want.

Lately, I’ve noticed many people using the term Facilitative Questions when they really mean facilitating questions: they are using questions to help people think things through, to add some new thoughts that might persuade or influence them to consider different options. In sales, they are often used to get prospects to think about ‘needs’ in [...]

Tomorrow I do a webinar with the Business Management Institute called Executive Decision Making: Influencing with Integrity. How does my focus on a buyer’s decision making parallel with decision making in general? For me, it’s all the same: I believe that every choice, every new concept, every new action demands a decision to allow in something new and and [...]