Home » Archive by Category

Sales

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

Write Content That Facilitates Buying Decisions
Monday, 7 Jan, 2019
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it?

Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years?

Anatomy of a Lost Sale: Case Study
Monday, 19 Nov, 2018
Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.