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Articles tagged with: sales training

The Consultant as Whistleblower
Friday, 15 Apr, 2011
The Consultant as Whistleblower

A fast-moving marketing automation company recently hired me to train Buying Faciliation®. They were both thrilling and unnerving to work with: constant change and disruption, people changing jobs and decisions, different initiatives happening all at once, etc. left everyone breathless – with many incomplete, unmanageable, and unexamined issues left behind. Not to mention an atmosphere that was ruled by the loudest people […]

A ‘Need’ Doesn’t Mean A Buying Decision
Monday, 15 Jun, 2009
A ‘Need’ Doesn’t Mean A Buying Decision

A prospect of one of my coaching clients – the sales manager of a small manufacturing company – joined our coaching call at the request of my client Joe. Joe wanted me to use my Buying Facilitation method on the manager to find out why he hadn’t purchased a sales training program after 6 months of conversation, given he had an ‘obvious […]