Would you buy a house without discussing it with your wife or family? Would you even know all of the buying criteria without their input?
Would you bring in a leadership training without getting the buy-in from the people who would be trained? Or know their criteria without their voices?
Would you choose a web designer without […]

My friend Anne Miller is quite a brilliant woman. Her whole business is built around ensuring that clients and buyers get the right messaging at the right time in the right way. Toward this goal, she has written 2 acclaimed books on using metaphors to explain a solution, teaches negotiation skills,  and runs a very interesting […]

You are carefully prepared. But wait: who, exactly, are you presenting to? And how do you know the members of the Buying Decision Team are present?

I’m here in ProductCamp in Austin – an UNconference focused on bringing products to markets strategically, by offering workshops by peers who work inside of organizations and know the skinny.
I’ve been here an hour, and already have met my goals: I’ve spoken with a few folks who follow my work and had questions (who knew?); […]

I know that a lot of you love to do presentations. When folks use Buying Facilitation™ their presentations are not focused on presenting solution data, but rather helping prospect maneuver through their behind-the-scenes issues they need to manage before being able to choose a solution – and THEN they present whatever matches the buying criteria they […]

You need help selling? Nancy Nardin has it.
It’s amazing, in fact. Separate from the buying decision end of the sales process that my stuff  Buying Facilitation™ manages, and sitting squarely in the Sales Tools end of the sales spectrum, Nancy’s site is amazing.
Have a look: Smart Selling Tools.
You need a contract? She’s got it. You need to […]