Buyer Readiness: teach the buyer to qualify themselves
Friday, 25 Mar, 2011
Buyer Readiness: teach the buyer to qualify themselves

Do you know when a buyer is ready to buy? Do you know what they must do to get ready? Do you know who else needs to be involved for them to be ready? Do you know the risks they face when considering bringing in a new solution – and how they will mitigate the […]

Why do we get pushback – and can it be avoided?
Friday, 18 Mar, 2011
Why do we get pushback – and can it be avoided?

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, or because they don’t trust us. They object—push back—because they are protecting themselves from the fallout that would happen if something new entered their environment before they made the necessary systemic shifts to adopt […]

Too many movies, not enough sleep
Tuesday, 15 Mar, 2011
Too many movies, not enough sleep

It’s SXSW here in Austin – the 10 day period in which I overdose on movies.
I am a movie crazy-person. Every week, when I’m in town, life I turn my computer off at noon on Fridays and go to the local arthouse to see 2 movies, and most of the time see a commercial movie on Sunday. Three […]

Total Sales Performance: Buying Facilitation® plus Sales
Friday, 11 Mar, 2011
Total Sales Performance: Buying Facilitation® plus Sales

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot […]

Time Warner has an interesting client-care strategy
Tuesday, 8 Mar, 2011
Time Warner has an interesting client-care strategy

I don’t know about you, but I don’t always look at my bills as I pay them. I just kinda plug numbers into my computer as I’m doing something else.
But yesterday, I actually looked at my Time Warner bill. It had somehow jumped in size. How did that happen? I called them. Here are the dialogues.
The first […]

Effective Change Management: getting buy-in for new initiatives
Thursday, 3 Mar, 2011
Effective Change Management: getting buy-in for new initiatives

Decision Facilitation is a term I coined to help explain my Buying Facilitation Method®. It connotes a systems-based navigation process that leads people through all of the change management and systems issues that must be addressed, both personally and professionally, when some sort of change (all decisions represent change), or purchase, is being considered.
On Wednesday, March 9th […]