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Articles tagged with: buying journey

The 5 selling mistakes that lose business
Monday, 27 Feb, 2012
The 5 selling mistakes that lose business

1. Starting the sales process by attempting to get an appointment.
I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That’s right. The typical sales model of focusing on solution placement.
Buyers only buy when their entire Buying Decision Team is on board and […]

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 […]