Buyers come in all types. From the bargain-hunting first-time buyer who doesn’t consider the value your services bring over time to the strategic relationship buyer that values you for being you. Problem is, how do you tell buyer types apart?… Read more
A method called Impact Mapping is gaining traction in software development. It helps teams make better decisions. But it can also be used to generate valuable ideas before anything is built – during the discovery phase. In a fierce market, being able to elicit such insights when selling can be critical for winning over a prospect. This is how it works.… Read more
You shouldn’t just qualify your prospective buyers’ ability to buy, but their cultural fit too. It will help you avoid much pain and frustration down the road. Consider these 15 questions when reviewing a prospective buyer for cultural fit.… Read more
Not everyone can or needs to buy your product or service. By qualifying your leads, you determine whether you can and want to sell to someone. Qualifying lets you save time and effort by focusing on those most likely to buy.… Read more
