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Sales

Why Buyers Aren’t Buying
Monday, 18 Aug, 2014
Why Buyers Aren’t Buying

You offer information well before prospects know what to do with it.
You offer information well before prospects have assembled…

What Makes A Prospect A Buyer?
Tuesday, 12 Aug, 2014
What Makes A Prospect A Buyer?

A colleague recently said he was waiting for a deal to close. How did he know it would close?

It’s the Consensus, Stupid*
Monday, 14 Jul, 2014
It’s the Consensus, Stupid*

Buying decisions happen well before buyers consider your solution regardless of their need or

A Purchase Is Not An Isolated Event
Tuesday, 8 Jul, 2014
A Purchase Is Not An Isolated Event

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

Your solution is the last thing a buyer needs. Literally…

Does The Sales Model Do What We Need It To Do?
Tuesday, 17 Jun, 2014
Does The Sales Model Do What We Need It To Do?

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.