There are two distinct categories involving buying decisions:
1. the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution;
2. the solution-choice issues.
We are all very familiar …

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are …

What is the difference between selling and helping someone buy?
A lot. But not what you think.
When I began talking about helping buyers buy in 1988, people thought I was a little nuts (and what does …

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 …

Hi Everyone:
As we enter the new year, one of the problems that I know so many of you face is ensuring that your change situations get implemented. I have some thoughts on how to employ …