I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how …

I suspect I’m just as eager for a new decade as anyone: I’ve barely survived through two recessions (Companies don’t want visionaries when there is a down turn – they want meat and potatoes, and …

This weekend we all get a rest because we’ve worked so hard all year. Makes me wonder about ‘work.’ What is it, why do we do it, what does it mean, what could it mean. …

Recently, a CEO of a smallish company – a man familiar with my books - called me to do some work. Given the difficult market, he wanted to use Buying Facilitation™ to differentiate from his competition, and have his existing customers buy more product.
As …

After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation™. As per our agreement, I wrote up a contract and sent …