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Buying Facilitation®

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-

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 8 Jun, 2020
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
Monday, 11 May, 2020
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
Monday, 20 Apr, 2020
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,

Buying Facilitation® e-book
Sunday, 19 Apr, 2020
Buying Facilitation® e-book

Buying Facilitation®: The New Way To Sell That Influences And Expands Decisions
The new way to sell that influences and expands decisions.

Who’s a Buyer?
Monday, 2 Mar, 2020
Who’s a Buyer?

Sales folks make a few incorrect assumptions about who a buyer is, including: 1. the name on the marketing automation or prospecting system is the name of the buyer; and 2. a receptionist or secretary isn’t a buyer.