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Articles tagged with: buying cycle

Sellers can’t control the buyer’s decision journey
Friday, 3 Jun, 2011
Sellers can’t control the buyer’s decision journey

Sales folks like having control. You ‘understand the need’, ‘manage the relationship‘, ‘follow the digital footprint’, send the ‘right’ data at the ‘right’ time.
But what, exactly, can you be in control of? You are in control of the details about your solution, and how it’s used in a particular setting, and the data you seek from prospects. You certainly have […]

Stuck in the buying cycle
Friday, 24 Sep, 2010
Stuck in the buying cycle

Is your customer stuck in the buying cycle?
I just read a blog that asked that question. What, exactly, does this mean?
I’m going to say something you’re not going to like: your customer is not stuck in the buying cycle. They are stuck trying to herd cats. And you are stuck trying to get them to […]