Added on June 2, 2013
John O' Gorman
Business Case , Buying Decision , Sales Pitch , Sales Presentation , Sales Proposal , Sales Skills , Sales Techniques , Value Equation
![Sellers: How To Calculate Your Value? – The Value Equation Sellers: How To Calculate Your Value? – The Value Equation](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2Fvalue-equation.png&q=90&w=650&h=300&zc=1)
Sellers: How To Calculate Your Value? – The Value Equation
![Sellers: How To Calculate Your Value? – The Value Equation Sellers: How To Calculate Your Value? – The Value Equation](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2Fvalue-equation.png&q=90&w=650&h=300&zc=1)
Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But […]
Added on July 26, 2012
Ray Collis
Buyer Psychology , Buying Decision , Buying Process , Opportunity Management , Procurement , Sales Cycle , Sales Process , Sales Techniques , Sales Training
![What Science Tells Us About The Speed Of Buying What Science Tells Us About The Speed Of Buying](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2Fslow-decision-aheadBI.png&q=90&w=650&h=300&zc=1)
What Science Tells Us About The Speed Of Buying
![What Science Tells Us About The Speed Of Buying What Science Tells Us About The Speed Of Buying](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2Fslow-decision-aheadBI.png&q=90&w=650&h=300&zc=1)
Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]