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Articles tagged with: vendor

The buyer’s buying process vs. the sales model: two divergent roads
Monday, 9 Apr, 2012
The buyer’s buying process vs. the sales model: two divergent roads

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice.
To understand and influence the buyer’s buying decision process and all of the people, politics and relationships that buyers must manage internally to be ready to make a purchase, it’s necessary for sellers to learn a new language. Not […]

Why being terrific isn’t good enough to make a sale
Tuesday, 10 Nov, 2009
Why being terrific isn’t good enough to make a sale

I have begun searching for a couple of new vendors, and am becoming painfully aware of how many people think that because they are good, that’s all I need to know. Even when a couple of the folks tried to gather data from me, I felt resentful because either they should have read it on one of […]

What do Sellers Need to Understand – and When?
Monday, 19 Oct, 2009
What do Sellers Need to Understand – and When?

As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your […]