applied know how
In my last post, i proposed that buying has become so difficult, information overloaded, risky, that buyers struggle to make buying decisions that sellers need to step in and help. Thus “buyer enablement”.
The seller is an expert; the buyer – surrounded by unrivalled access to information – tries to become an expert, and typically fails. How can the expert assist?… Read more
Selling is easy… buying is hard; and the more people involved the harder it gets- thats why i love Gartner’s new improved buying process (pictures).
My career has been as a sales person; and I’ve spent a life time engaging and persuading … selling. And now i realise i had it all wrong; my role should have been helping customers bridge three key gaps preventing them from buying.… Read more