en reasons-for-buying 
The Pipeline
OCTOBER 3, 2019
Account-based isn’t new – but it is en vogue. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions. Give those accounts reasons to evaluate your solution. The process is white-hot. First Step.
Product Management University
DECEMBER 5, 2023
Once you know the BIG WHY, make it the strategic value theme of your pitch such that every scenario you demonstrate eliminates obstacles en route to that overall outcome. During the demo, there is no reason to refer to each product separately unless asked. Buyers don’t buy because they understand you.
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Alice Heiman
DECEMBER 16, 2020
This is a living document, created by the seller’s team with buy-in from the customer, that all parties use to define exactly what needs to happen, by wh en to get the deal to close. . Don’t make the mistake of assuming your buyers understand exactly how to buy from you. How to Create a Mutual Action Plan .
Nutshell
DECEMBER 21, 2022
Instead of pouring leads en masse through the old-school funnel and hoping an acceptable percentage become buyers, companies are looking for ways to establish authentic, long-term relationships with customers. Among customers who fit a given persona, people are reasonably consistent in how they approach the problem and solve it.
Pointclear
DECEMBER 7, 2017
S A L E S L E A D M A N A G E M EN T A S S N. It’s as if they wanted to develop a product, get investors, build a website, hire salespeople, ignore marketing people and then intentionally hide from anyone who doesn’t want to buy immediately. I called someone I know, but had not spoken to in some months. This is how it went.
Nutshell
AUGUST 28, 2023
These potential buyers can be people who have expressed interest in the product or service that you’re selling, or who might reasonably have interest based on their demographics, industry, or other factors. This step of the sales cycle is often done through online research, buying lead lists, or inbound marketing methods.
Sales Hacker
JANUARY 23, 2023
That’s fine as long as you get everyone’s buy-in and agreement to produce changes en masse. Occam’s razor is a millennia-old notion that the answer to any problem is probably the simplest, least sexy one. It’s relevant today because people still resist it. Sure, we have spotty footage. But hard, verified evidence? .
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