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Buyer’s Journey

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 8 Jun, 2020
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending years

A Buyer’s Guide to Buying: the hidden steps
Monday, 20 Jan, 2020
A Buyer’s Guide to Buying: the hidden steps

People don’t really want to buy anything. We’d much

How To Help Buyers Shift Their Status Quo
Monday, 6 Jan, 2020
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

How, Why, and When Buyers Buy
Monday, 25 Mar, 2019
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

Steps Along the Buying Decision Path
Monday, 4 Mar, 2019
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow