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Articles tagged with: buying decision

Buying Decision Enablement: put the human side of decision making into the work flow
Monday, 16 Aug, 2010
Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up - knowing only a portion of …

The Definition Game: name that concept
Monday, 3 May, 2010
The Definition Game: name that concept

I had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another one. This time I’d like you to use your own words to …

The Steps of a Sale: from the buying decision to the close
Monday, 26 Apr, 2010
The Steps of a Sale: from the buying decision to the close

We have a winner for my contest! Robert Merrill! Although he had a couple of things reversed, he was sooo close that I declare him the winner!!
Here are my choices, in the correct order, with …

A buying decision is based on more than need.
Friday, 12 Mar, 2010
A buying decision is based on more than need.

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are …

The Basis of Sales Has Remained Stagnant
Monday, 15 Feb, 2010
The Basis of Sales Has Remained Stagnant

Did I get your attention? Good. Because I’m serious.
Most of you would laugh, tell me I’m wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’  But what, exactly, has it …

Why can’t a buyer make quicker buying decisions?
Monday, 23 Nov, 2009
Why can’t a buyer make quicker buying decisions?

Think about the last purchase you made. What criteria did you use to make the purchase? Choose the product and/or vendor? Choose the time of purchase?
I just bought my first Mac. I thought about buying one …