Articles tagged with: price
Do you really understand how your buyers buy?
For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.”
But sellers only close 7% of their prospects (and far, far less if using marketing automation).
If you understand how buyers buy, why do you have less than a 40% […]
Buyers Don’t Buy Because You Sell Well
Buyers buy when they want to resolve a business problem.
Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem.
Buyers buy when their internal system – their culture – knows how to make room for something new without disrupting the status […]