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Buying Facilitation®

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-

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,