Home » Archive by Category

Buying Facilitation®

What is Buying Facilitation®? What sales problem does it solve?
Monday, 29 Mar, 2021
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and

Buying Patterns: what are they, and how to influence them
Monday, 1 Feb, 2021
Buying Patterns: what are they, and how to influence them

Have you ever wondered why people don’t buy, even when it seems your solution is perfect for their needs? Have

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?