the-squishy-buying-cycle 
Partners in Excellence
SEPTEMBER 4, 2013
Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.
Partners in Excellence
MARCH 31, 2017
But something else happens, our most efficient process doesn’t match how our customers buy. The customer buying cycle is, as Hank Barnes puts it, “Squishy.” The steps they want to take when they buy are different than the steps we have designe to sell to them.
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Partners in Excellence
JANUARY 29, 2015
Focusing viciously on this and not being distracted by customers with legitimate buying requirements, but where we are poorly positioned–likely wasting their and our time. Customers tend to scan and look at things, often far in advance of their need to buy. Read this great post by Hank Barnes on the Squishy Buying Cycle.).
Partners in Excellence
MAY 27, 2015
There are thousands of post, articles, books glibly talking about the buying process, the buyer’s journey, the customer journey. We don’t see any literature that defines the buying process as starting with Procurement. We recognize that journey may be Squishy (thank you Hank Barnes !). Yes, you read it correctly.
Partners in Excellence
JUNE 10, 2014
It continues through their buying process–again, it’s less about educating them about the product, but helping them organize themselves to buy, align different interests in their own organization, define their process and move forward. Recently, a number of people have asked me my thoughts on closing skills.
Hubspot Sales
MAY 21, 2021
It’s a vicious -- or virtuous -- cycle. It might seem like a squishy question, but it’s never failed to work. Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. Build trust with the people on your team.
The Pipeline
OCTOBER 14, 2011
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