Selling Higher – Are You Ready to Climb?
The fact that decisions are being made at a higher level requires…
Introducing The Self-Contained Buyer!
(a) Buyers Are ‘Doing It For Themselves!’ Buyers are increasingly self-contained. They…
The Age of The Skeptical Buyer Has Dawned
(a) ‘Sales Weary’ Buyers Buyers are more skeptical of vendor sales; people,…
Today’s Buying Is More Structured Than Ever Before
Most large organizations, and an increasing number of smaller ones, have a…
More Buyers Are Straitjacketed!
(a) Managers Loose Purchasing Autonomy Manager autonomy and discretion with respect to…
A Mahogany Buying Revolution Catches Sellers Off-Guard
Two fundamental changes are transforming the way important corporate buying decisions are…
Why Last Year’s Sales Pitches Are Missing The Mark
Seller’s cold calls, sales pitches and sales proposals are increasingly missing the…
9 Ways Buying Has Been Transformed
In what amounts to a revolution, the buying decisions are being transformed…
