Why do you think your value proposition is your solution? It’s not. You are. There are many solutions that buyers could choose to effect the change they need for excellence; there are many ways of approaching the problem and seeking the solution. How do they choose one over the other? All websites seem similar. Many […]
There has always been a divergence between how seller’s sell and how buyer’s buy. That problem is the bane of a sales professional’s existence. For decades, I have been closing that gap by training the Buying Facilitation® model I’ve developed to sellers to help buyers facilitate their beginning-to-end buy path – from • idea, to […]
It’s official. Mainstream sales is finally acknowledging that the problem is on the buy side rather than the sell side as everyone has believed. Forbes recently published an article by Pat Spenner of CEB http://www.forbes.com/sites/patrickspenner/2013/10/21/youre-doing-it-wrong-demand-generation/ saying that a focus merely on needs and solutions ignores the buy-in and consensus management issues necessary before a purchase […]
