Sales
Buying Patterns: what are they, and how to influence them
I coined the term Buying Patterns decades ago to
Do We Really Need Proposals?
Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a
Don’t You Realize Selling Doesn’t Cause Buying?
Until relatively recently, the United States Post Office (USPO) was a universal communication hub.
How the Sales Industry Colludes in Failure
Would you consider a baseball player with a 95% failure rate Successful?
Recognize Buyers on the First Call
A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he
Steps Along the Buying Decision Path
As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow