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Articles tagged with: culture

Buyers Don’t Buy Because You Sell Well
Friday, 18 Sep, 2009
Buyers Don’t Buy Because You Sell Well

Buyers buy when they want to resolve a business problem.
Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem.
Buyers buy when their internal system – their culture – knows how to make room for something new without disrupting the status […]

Decision Facilitation: Influencing The Offline Decisions
Friday, 17 Jul, 2009
Decision Facilitation: Influencing The Offline Decisions

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 […]