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Articles tagged with: buy

Content Marketing: is it helping you buy me?
Monday, 4 Oct, 2010
Content Marketing: is it helping you buy me?

‘Turn prospects into buyers with content marketing.’ ‘Create opt-in permission to deliver content through email using the…

Understanding customers doesn’t help the buyer buy
Thursday, 29 Apr, 2010
Understanding customers doesn’t help the buyer buy

I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy – and creates marketing materials positioned to address those needs and segments, the buyers still didn’t behave in a way he believes […]

Who are the decision makers?
Friday, 12 Feb, 2010
Who are the decision makers?

I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how true this is now. Or if these are the most appropriate benchmark needs of a seller. Let’s go through each […]

How Does Sales Make Our Job Harder?
Friday, 9 Oct, 2009
How Does Sales Make Our Job Harder?

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally before they can purchase anything, we fail far more than we should. And we end […]

Why Sales Are Faltering In This Economy, And What To Do About It
Monday, 5 Oct, 2009
Why Sales Are Faltering In This Economy, And What To Do About It

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). But they also must manage all of the off-line, behind-the scenes change issues that must take place internally so they can […]