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Articles tagged with: buy

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 …

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 …

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 …

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). …