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Articles tagged with: buyer’s journey

Facilitating the Buyer’s Journey: a definition
Sunday, 22 Jul, 2012
Facilitating the Buyer’s Journey: a definition

In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re ‘the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a […]

When do buyers buy?
Saturday, 2 Jun, 2012
When do buyers buy?

Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.

Buyers don’t sit and wait for sellers
Monday, 19 Dec, 2011
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately

Sales, decision making, and the new decade
Friday, 24 Dec, 2010
Sales, decision making, and the new decade

In 1988, with KLM as my client, I ran my first Buying Facilitation Method® program.