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Articles tagged with: buying process

Buyers don’t sit and wait for sellers
Monday, 19 Dec, 2011
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately

The Buying Process Starts Much Earlier Than You Think
Monday, 25 Oct, 2010
The Buying Process Starts Much Earlier Than You Think

I’ve been frustrated of late, as I witness the field of digital selling – marketing automation, telesales, and lead gen – talk about following the buying process.
Indeed, they are only following the last 10% of the buying process. Look at this illustration:

Before buyers get online, or know fully what they need, or are ready to choose a […]

Enhance the digital experience from cold -> close
Friday, 15 Oct, 2010
Enhance the digital experience from cold -> close

In our new digital world, the field of marketing automation attempts to manage the buying experience starting from the ‘beginning’ of the buying process. But indeed, relative to the full set of issues buyers must consider, marketing automation enters in no earlier than 70% of the way into the decision making.
Indeed, they are omitting the human side […]

You have a buying process problem, not a selling problem
Monday, 30 Aug, 2010
You have a buying process problem, not a selling problem

You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing […]