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 …

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 …

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 …