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Buying Facilitation®

Let’s Talk About Sales
Monday, 21 Dec, 2020
Let’s Talk About Sales

Ever since the serpent convinced Eve to eat the apple there’s been someone trying to sell something. The original idea was fairly simple: find folks with a problem, then create and sell a product that will fix it.

Questions: the new superpower
Monday, 30 Nov, 2020
Questions: the new superpower

Alexa, Siri, Google, and all programs that answer questions, have mechanisms that determine the answers. If you’re like me, you largely assume they are accurate,

Upselling: find additional business in existing accounts
Monday, 12 Oct, 2020
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
Monday, 5 Oct, 2020
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?

Change Facilitation: the essential skill for turbulent times
Monday, 20 Jul, 2020
Change Facilitation: the essential skill for turbulent times

Those of us in business (as well as just about everyone these days) are living in confusing times. Learning how to run our businesses

Win the RFP by Adding Value
Monday, 6 Jul, 2020
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-