Home » Archive by Tags

Articles tagged with: buyers

Pipeline management: is your forecasting accurate?
Wednesday, 20 Apr, 2011
Pipeline management: is your forecasting accurate?

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting? Why isn’t it better – are your sales folks putting in bad leads? Are your sales folks able to enter the buying decision path and influence the Buying Decision Team in a way that […]

Guest Post: You know what your problem is?
Thursday, 7 Apr, 2011
Guest Post: You know what your problem is?

This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article.
You think you know what your problem is. But you don’t know what it is. And that is a problem!
Whenever I work with sales teams I will ask […]

The Buyer’s Buying Journey – Podcast 2: Keeping Sellers Relevant
Tuesday, 23 Nov, 2010
The Buyer’s Buying Journey – Podcast 2: Keeping Sellers Relevant

There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…

Buyers have always been in control
Friday, 12 Nov, 2010
Buyers have always been in control

I have a couple of annoyances. There are phrases popping up that sound kinda cool, but are absolutely meaningless. Or should I say, they don’t mean what they are meant to mean.
One of my annoyances is about the buying decision journey. If I read the words ‘each stage of the buyer life-cycle’ one more time […]

Sellers can’t understand the buyer’s decision process
Monday, 13 Sep, 2010
Sellers can’t understand the buyer’s decision process

How do you and your spouse/partner figure out where to vacation?
When you have a need for a new car, how do you and your family choose it?
When your work unit (team, company) wants a new training program, how do you go about choosing if/when/why to have one, and with whom you’ll study?
AT THE START, NO ONE […]

The New Buying Habits of Buyers: Does solution data drive a decision?
Monday, 12 Jul, 2010
The New Buying Habits of Buyers: Does solution data drive a decision?

It’s so much easier for buyers to buy now. With the click of a wrist, or a jog of a fingertip, they can read about, compare, and purchase whatever they want.