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Sales

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

Successful Fundraising: getting chosen over the competition
Monday, 11 Feb, 2019
Successful Fundraising: getting chosen over the competition

Your important nonprofit or exciting startup helps the world be a better place. But now you’ve got to raise money. You’ve created a terrific pitch deck, have a highly competent management team and terms, and have identified donor prospects with major gift potential. You’ve designed a multi-channel approach to build relationships with small investors to excite them to becoming large investors. Why aren’t you raising all the funding you deserve?

Buying Facilitation® and Sales: The Great One-Two Punch
Sunday, 20 Jan, 2019
Buying Facilitation® and Sales: The Great One-Two Punch

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

Making Negotiation Win-Win
Sunday, 20 Jan, 2019
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

The Problem With Information: the right time to pitch, gather, share, and advise
Monday, 14 Jan, 2019
The Problem With Information: the right time to pitch, gather, share, and advise

Information, used at the wrong time, or when used to influence or