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Sensemaking: Selling To Customers In The “Simple Quadrant”

Partners in Excellence

Many of these buying processes may be very transactional. “We know the problem, we know the solutions, we just want to buy quickly.” ” There are probably fewer buyers involved in the buying journey, and their buying cycle is likely to be very short. One of my clients sold basic chemicals.

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Complex Or Simple Buying Process

Partners in Excellence

Implementation issues, change management issues are pretty small, buying cycles are usually short–several meetings over days/weeks. Transaction values tend to be less than those in complex buying situations–but it’s a matter of context. .”

Scale 48
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3 Bad Sales Habits That Hurt Your Performance

Growbots

B and C Players often start buying cycles with lower levels within prospect organizations. I met a seller who shared with me that he was a chemical engineer that worked for a company that sold industrial adhesives (expensive glue). 3 Bad Sales Habits That Hurt Your Performance.