Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…
Miscommunication: the reasons, the cure, the prevention
Have you ever been absolutely certain you heard…
How, Why, and When Buyers Buy
I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer
Listening Biases: how we restrict opportunity
I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.
We Close Only The Low Hanging Fruit
80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..
How Listening Filters Cause Misunderstanding
When researching my book on closing the gap between what’s said and what’s heard,