Sellers must encourage their buyers to do the math! They must provide their customers with a better calculator, spreadsheet and business case, otherwise a compelling argument for the purchase of their solution cannot be demonstrated. Price Negotiation: The Buyer's Broken…
Ideally, closing is not something that sellers do to buyers, it is something that buyer and seller do in order to get the deal sanctioned – to win over all the stakeholders, to prize budget from a competing project and…
Buyers often seem to be on a different wavelength. Their decision making criteria have changed. For the price obsessed buyer you must calculate your value before you can communicate it. If you can't communicate your value – all your value…
Selling used to be the job of a few, but with the economic slowdown it quickly became apparent that sales has to be a feature of all job descriptions. From the CFO who leverages his contacts to get into some…
