Home » Archive by Tags

Articles tagged with: relationships

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Procurement: how to help people collaborate
Friday, 11 Jun, 2010
Procurement: how to help people collaborate

Finding a prospect vs. creating a prospect

You place a call to get through to the decision maker. You call to find someone who needs your product or service. You try to get an appointment. You analyze names to do lead scoring… More