Home » Archive by Category

Helping Buyers Decide

Who’s a Buyer?
Monday, 2 Mar, 2020
Who’s a Buyer?

Sales folks make a few incorrect assumptions about who a buyer is, including: 1. the name on the marketing automation or prospecting system is the name of the buyer; and 2. a receptionist or secretary isn’t a buyer.

Why We Get Objections
Monday, 17 Feb, 2020
Why We Get Objections

For years I’ve written about how sales suffer because the sales by adding the function

The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us
Monday, 16 Dec, 2019
The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us

In 1996 my sister called to say she’d made an online purchase. I was surprised: in those early days it was not only difficult to search for anything on the new internet, there wasn’t much to search for.

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

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…