THE BLOG

Better Sales Conversations: Aligning to the Customer’s Buying Process

Alignment is Key

Are you aligning with your customer’s buying process? Do you understand it? Are you accommodating it?

When you’re selling — especially in complex sales — you must consider how the selling organization (that’s you)...

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What’s Really Driving Your Customer to Buy?

(Image Courtesy Dominik Bartsch on Flickr)

Deal drivers are the things that your prospect (and marketplace) has articulated as being of greatest importance in making a buying decision. It may be price, ease-of-use, performance, support, or a range of other factors. It’s...

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