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Helping Buyers Decide

Write Content That Facilitates Buying Decisions
Tuesday, 8 Nov, 2016
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why…

12 Dirty Little Secrets: why buyers don’t buy
Monday, 8 Aug, 2016
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Change management and sales: influencing the buying decision path
Monday, 14 Sep, 2015
Change management and sales: influencing the buying decision path

Your product is not the reason people buy. It should not be your initial focus with prospects.

Why do we gather information from buyers?
Monday, 17 Aug, 2015
Why do we gather information from buyers?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

Prospects Aren’t Always Prospects
Monday, 17 Nov, 2014
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect…

Why Aren’t Buyers With Needs Buying?
Monday, 28 Jul, 2014
Why Aren’t Buyers With Needs Buying?

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 […]