Digital sales approaches are faulty: they
* drip content with no clear understanding what the best content or interval should be,
* follow digital footprints with no clear understanding of exactly who is on line, what weight they have on the Buying Decision Team, or at what point they are in the buying decision process,
* do content marketing [...]

When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their [...]

I know that a lot of you love to do presentations. When folks use Buying Facilitation™ their presentations are not focused on presenting solution data, but rather helping prospect maneuver through their behind-the-scenes issues they need to manage before being able to choose a solution – and THEN they present whatever matches the buying criteria they [...]