Articles tagged with: relationships

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Finding a prospect vs. creating a prospect
You place a call to get through to the decision maker. You call to find someone who needs your product or service. You try to get an appointment. You analyze names to do lead scoring… More