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Buying Facilitation®

Buying Facilitation® vs. buyer facilitation
Monday, 21 Dec, 2009
Buying Facilitation® vs. buyer facilitation

Lately, I’ve noticed folks using the term buyer facilitation. While I can make a good guess that the term is a version of Buying Facilitation™, it is being used in a ‘sales’ context. So maybe, the term is to be used in conjunction with Buying Facilitation™. After all, the buyer must manage both the internal […]

Decision Facilitation: my definition
Monday, 14 Dec, 2009
Decision Facilitation: my definition

I believe I coined the term ‘decision facilitation,’ at least in its present incarnation.  When I developed Buying Facilitation™ in the early 90’s, I defined it as a ‘decision facilitation model used to neutrally (without bias) lead change through the appropriate avenues and levels of buy-in while avoiding disruption.’ When I look at that vintage definition, […]

Turning a ‘No’ into a ‘Yes’
Monday, 7 Dec, 2009
Turning a ‘No’ into a ‘Yes’

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty Little Secrets;” it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’.
I was at a […]

The Future of Sales
Monday, 30 Nov, 2009
The Future of Sales

For centuries, the sales model has been focused on placing a solution. Given the complexity of business these days, having the right solution to manage a ‘need’ is not enough to help buyers choose your solution.
Buyers live in a very complex world now. With global stakeholders, economic downturns, enlarged decision teams, and an almost limitless […]

Why can’t a buyer make quicker buying decisions?
Monday, 23 Nov, 2009
Why can’t a buyer make quicker buying decisions?

Think about the last purchase you made. What criteria did you use to make the purchase? Choose the product and/or vendor? Choose the time of purchase?
I just bought my first Mac. I thought about buying one for years before I actually bought it. Lots of reasons, and they all made sense at the time. 1. I love […]

What do you do once your content strategies bring in the prospects?
Monday, 16 Nov, 2009
What do you do once your content strategies bring in the prospects?

After speaking with my friend Jill Konrath, I realized that I can actually help those of you who are bringing prospects in the door with a great stratigic marketing plan.
Let’s look at the layout of how companies are using marketing today: with great content, white papers, webinars and podcasts, companies are driving interested buyers to […]