Sales
Years ago I ran a Buying Facilitation® program for a group of Senior Partners at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, to create large, glorious presentations to woo and wow prospects as part of their proposal responses. They won 20% of the business. That means some highly paid
Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went
I moved to London in 1983 to start up a tech company after spending years
Did you ever wonder why all those folks who obviously need your solution don’t buy? No, really. Have you?
When my first book Sales on the Line came out in 1993, it was the 26th book published
As sellers, we’ve been taught that someone with a need for our solution is a prospect. But