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    Blog Category // B2B Buying Process

    Selling to today’s real decision-makers

    This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ...

    Understanding your customer's decision journey

    It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

    Understanding B2B Buying Behaviour

    In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours ...

    The most important thing a proposal needs to sell

    When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...

    Video: Key Challenges Facing B2B Sales People

    I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the ...

    Familiar vs. Unfamiliar Purchases

    Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their ...

    Understanding Your Customer's Decision Journey

    It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

    Why your pipeline doesn’t need any sales stages

    This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that ...

    The illusion of the expert buyer

    One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor ...

    4 key factors influencing B2B buying behaviour

    In any high-value complex B2B sales environment involving new projects with multiple stakeholders, the buying behaviours and ...