Buying Facilitation®
Upselling: find additional business in existing accounts
Many years ago, just as technology was becoming ubiquitous, I closed
Selling Only Handles a Small Portion of Buying Decisions
Do you ever wonder why all those folks who obviously need your solution don’t buy?
Win the RFP by Adding Value
Years ago I ran a Buying Facilitation® program for a group of Senior Partners at KPMG. Before working with this team, they were using 2-
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
I moved to London in 1983 to start up a tech company after spending years
We’re Using Sales Wrong
Did you ever wonder why all those folks who obviously need your solution don’t buy? No, really. Have you?
Make a Prospect, Not a Sale: new thinking for new times
Whatever you’re selling, your regular sales tools won’t work now. There’s no one buying,