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Buyer’s Journey

A Buyer’s Guide to Buying: the hidden steps
Monday, 20 Jan, 2020
A Buyer’s Guide to Buying: the hidden steps

People don’t really want to buy anything. We’d much

How To Help Buyers Shift Their Status Quo
Monday, 6 Jan, 2020
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 17 Jun, 2019
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending

How, Why, and When Buyers Buy
Monday, 25 Mar, 2019
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot

Steps Along the Buying Decision Path
Monday, 4 Mar, 2019
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow