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Helping Buyers Decide

Write Content That Facilitates Buying Decisions
Monday, 16 Apr, 2018
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 they’re reading it? And how are you accessing those who could/should buy but are ignoring the articles your sending them?
Content is written with different reasons in mind: for Buyer Personas to learn about your solution as early along their decision path as possible; for brand recognition; to gain…

Why Building Relationships is an Unsuccessful Sales Technique
Monday, 26 Feb, 2018
Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends

Healthcare Apps Can Facilitate Patient Compliance
Monday, 22 Jan, 2018
Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients

Why We Get Objections
Monday, 15 Jan, 2018
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place

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.