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Buyer’s Journey

How, Why, and When Buyers Buy
Monday, 12 Jul, 2021
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 misalignment. Seriously?

Customer Service from the Customer Side
Monday, 31 May, 2021
Customer Service from the Customer Side

I live on a floating home in the Columbia River in North Portland, OR. Daily life is just like living anywhere else,

Let’s Talk About Sales
Monday, 26 Apr, 2021
Let’s Talk About Sales

Ever since the serpent convinced Eve to eat the apple there’s been someone trying to sell something. The original idea was fairly simple: find folks with a problem, then create and

Buying Patterns: what are they, and how to influence them
Monday, 1 Feb, 2021
Buying Patterns: what are they, and how to influence them

Have you ever wondered why people don’t buy, even when it seems your solution is perfect for their needs? Have

Stop Trying to Persuade; Facilitate Congruent Decision Making Instead
Monday, 2 Nov, 2020
Stop Trying to Persuade; Facilitate Congruent Decision Making Instead

I recently heard a project manager in a software services company mention a

Upselling: find additional business in existing accounts
Monday, 12 Oct, 2020
Upselling: find additional business in existing accounts

Many years ago, just as technology was becoming ubiquitous, I closed