Buyer Demand Generation Training Twitter 
The Pipeline
NOVEMBER 28, 2011
It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. People buy from people, not automated sales training programs or high technology CRMs. It’s About the Buyer, Stupid!
The Pipeline
MAY 13, 2011
Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. Buyers want to be helped, not closed; see quote above.
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The Pipeline
MARCH 2, 2012
Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. What’s in Your Pipeline?
The Pipeline
APRIL 25, 2011
The answer was that indeed sales was, but it was interesting to see how the real question and discussion turned to whether sellers were being to passive, reactive and readily abdicating part of their mandate, letting the buyer dictate the outcome good or bad, because relationships are more important than sales. link] #B2B #TriggerEvent.
The Pipeline
MAY 6, 2011
all designed to attract interested buyers. But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing less and less effective. This comment was originally posted on Twitter. In an age of empowered #buyers, should #sales pros choose their own #customers? jeff ogden.
The Pipeline
MAY 27, 2011
10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. This comment was originally posted on Twitter.
The Pipeline
MAY 20, 2011
For a free copy of his Client Breakthrough report and training videos head over to [link]. This comment was originally posted on Twitter. Buyers are better informed, and while they may not know it all, it is up to you as a seller to communicate value to a …[link]. This comment was originally posted on Twitter. Ian Brodie.
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