John O' Gorman

Sellers Make Dangerous Assumptions About Buying

Sellers Make Dangerous Assumptions About Buying

As more salespeople are learning to their cost, assumptions about how the buying decision is going to be made can be dangerous.

 John O' Gorman

Helping The Buyer To Go Faster

Helping The Buyer To Go Faster

Understandably accelerating the sale is an obsession for sellers at this time. However, as every professional salesperson knows when buyers are pushed, they push backtwice as hard.  One thing is increasingly clear – buyers won’t be rushed into a decision, especially not the wrong decision. A sales cycle that is progressing slowly needs more interaction not […]

why-buy-smallad
The latest research on how buyers buy
Who makes the buying decision