I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’
influencers. Yet there is no difference between ‘decision makers’ and
If you want to move and your daughter is in her last year of high school, is
she a decision maker or an influencer?
If your tech group isn’t available to implement a new program until they
finish current work, would the tech director be an influencer or a decision
If your company is going through a merger and the teams haven’t been merged
yet, would the director of the groups that needed training be influencers or
If you think some of your folks need coaching, would the coachees be
influencers or decision makers?
See what I mean? “Decision Maker” and “Influencer” are arbitrary
delineations. Until everyone who touches the final solution buys-in, and
change is managed, no buying decision w... (more)
Let’s liken a buyer’s need to a cog in a wheel that moves a cart. If one
cog breaks the other cogs create a workaround so the cart gets where it’s
going. The cart would prefer not to replace the cog because of the
complexity, fall out, and duration of the change: can the old cog be fixed?
Will the other wheels pick up the slack? If we need a new wheel, must it
match the other wheels – and when could we make the switch to not undermine
the trip? Is the cost of a new cog higher than just adapting the other
wheels? Will the drivers know how to drive with a new wheel?
When our buyer... (more)
When you prepare to meet a prospect, how do you know who or what your
competition is? How do you know how to position yourself strategically
against them? Do you ‘wing it?’ Do you do research? Where do you get your
research from? How do you know your research is adequate or accurate?
I’ve got the answers for you. eCompetitors is this amazing site that has me
gobsmacked (did i spell that right?). It does all of the research you could
ever wish for, on 11,445 global industries and companies at the
line-of-business level. That means that it checks out everything – e v e r
y t h i ... (more)
Email Archiving Journal
I don’t know about you, but when I get long emails my eyes go running
around my head. Too many words for me to take in during a busy day when I’m
sure I’m suffering from some form of ADHD as I try to multitask beyond
human capability. So I ask folks to please, please, puLEASE not send me long
But they do anyway. And then they get mad when I don’t read them –
especially when they’ve written something personal. They actually expect me
to put down what I’m doing and read a one-way missive, interpret what they
are meaning and feeling against how I in... (more)
Sometimes being a thought leader is frustrating. OK – it’s often
frustrating. I usually know how to be patient, or recognize what is happening
so I can make some sort of sense of stuff going on. But this time I’m
stumped. This time Wikipedia has me totally flummoxed.
Given that I have developed a decision facilitation model that is being
used in sales called Buying Facilitation®, and that people are starting to
use the phrase regularly, I kinda thought that putting up a generic page of
text about it would help folks define it properly.
I worked hard to make sure it sounded like... (more)