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Articles tagged with: buying facilitation

12 Dirty Little Secrets: why buyers don’t buy
Monday, 8 Aug, 2016
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Change management and sales: influencing the buying decision path
Monday, 14 Sep, 2015
Change management and sales: influencing the buying decision path

Your product is not the reason people buy. It should not be your initial focus with prospects.

How do you buy? Steps in a buying decision
Tuesday, 15 Apr, 2014
How do you buy? Steps in a buying decision

People are getting confused about the terms buying decision journey, buying path,..

Forecasting closed sales: how you will know when a buyer will close
Tuesday, 8 Apr, 2014
Forecasting closed sales: how you will know when a buyer will close

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?
As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready?
How accurate have you been with your predictions?
WHY DO WE THINK […]

Marketing Automation can facilitate the entire buying decision path
Thursday, 23 Jan, 2014
Marketing Automation can facilitate the entire buying decision path

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier.

An Intelligent Contact Sheet
Wednesday, 22 Jan, 2014
An Intelligent Contact Sheet

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.