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Articles tagged with: data

Digital Sales Activity: finding buyers too late in their journey
Monday, 11 Oct, 2010
Digital Sales Activity: finding buyers too late in their journey

Digital sales approaches are faulty: they drip content with no clear…

How do we sell if we don’t understand needs?
Monday, 9 Nov, 2009
How do we sell if we don’t understand needs?

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 […]

A New Presentation Model: Facilitate the Decision
Thursday, 29 Oct, 2009
A New Presentation Model: Facilitate the Decision

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 […]