The buying decision journey involves more than finding a solution: buyers have private stuff they must complete and decide on with colleagues before they get the buy-in to make a purchase. We’ve sat and waited while they’ve done this.
That has been the downfall in the sales model. Until now, and as a result of our inability to have influence over [...]

As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your [...]

I recently discovered the site of Good Practice, an Edinburgh-based company that specializes in creating very easy to use material for middle managers. When the CEO Peter Casebow gave me access to the management section of the site, I found it quite easy to use, and with several options to make the material accessible in [...]