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Buyer’s Journey

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

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

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

12 Dirty Little Secrets: why buyers don’t buy
Monday, 7 Jan, 2019
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Write Content That Facilitates Buying Decisions
Monday, 7 Jan, 2019
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it?