Sales
Why Buyers Aren’t Buying
You offer information well before prospects know what to do with it.
You offer information well before prospects have assembled…
What Makes A Prospect A Buyer?
A colleague recently said he was waiting for a deal to close. How did he know it would close?
It’s the Consensus, Stupid*
Buying decisions happen well before buyers consider your solution regardless of their need or
A Purchase Is Not An Isolated Event
Why does the sales model merely focus on placing solutions when it’s last step buyers take during…
Help Buyers Buy: Facilitate The Buy Path, Then Sell
Your solution is the last thing a buyer needs. Literally…
Does The Sales Model Do What We Need It To Do?
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.