Buyer, will you remember me? It is a curious thing. Most B2B buyers do not perceive sellers as different from one another. Given how much work goes into the development of products and services, this feels like a bucket of cold water over the head. In our work with sales teams, we hear, “but [...]
Even in the Before Time (remember those years before COVID?), buyers were moving away from salespeople and changing when and how sales conversations happened. In our first white paper, Window Into the Buyer’s Mind, we noted that 70.2% of B2B buyers interacted with buyers after they defined their needs (All That Glitters Is Not [...]
Selling shows up in a lot of places that are not sales-specific. Lawyers, architects, c-suite executives, and communications professionals are just a few examples of people who are expected to sell but may not be salespeople. Ethical Persuasion can be the ticket to a more natural and effective way to sell. Recently we had [...]
Remember that strategic plan you set up? It was, and is, full of energy and inspiration. But there is a temptation to get distracted by everyday performance as you and your team look at more short-term goals. It is not unusual for CEOs and other senior executives to focus on what is happening now. [...]
