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The 5 Factors Driving Buyers’ Behavior

4 min read
Buying is a dynamic process. As stakeholders explore solutions, they develop a deeper understanding of their needs. They change their priorities. More decision-makers enter the picture. The customer’s initial value definition rarely matches the final...

How Effective Negotiators Close Without Conceding

3 min read
Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.