A colleague recently said he was waiting for a deal to close. How did he know it would close?
Do you know why so many prospects that need your solution don’t buy? If ‘need’ were the only buying criteria, you’d be closing a lot more.
First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasing an external fix and […]
Buying decisions happen well before buyers consider your solution regardless of their need or
If you make a cold call merely to get your own needs met…
Your solution is the last thing a buyer needs. Literally…
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.