Sales Management

If People Buy From People, Why Are We Racing In The Opposite Direction?

jarmoluk / Pixabay In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions. Customers are getting other people in their organizations involved in the problem solving

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The 5-Part Sales Funnel That Leads to More Business Revenue

Over the course of the last couple of years, I’ve been focusing heavily on systematizing the different offerings in my sales funnel. Rather than focusing on the quick money I could make from a person, I started focusing on what business experts call “long money.” What is “long money”? Long money refers to the lifecycle

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How to Keep Your Branding, Voice, and Style Intact No Matter Where You’re Selling

Maklay62 / Pixabay As the world of ecommerce continues to get more and more competitive, companies are finding it increasingly difficult to differentiate from competitors, connect with their target audience, and convince people to actually buy from them. Without clear and established guidelines about brand personality, voice, and style in place, new ecommerce companies seem

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