Purchase regret. You have that occasionally. Maybe when you try a new product in the supermarket that didn’t taste as good as you thought. It’s part of life, no big deal, you should just accept it. Right? Well, Gartner dived into this topic and discovered that regret is a real issue because it’s a dominant […]
Before we get into “How do we influence?” Let’s realize that it is possible to win the sale and lose the customer. Why? Because the customer regrets afterwards the purchase that they made. Did you know that in 89% of the high-regret purchases, buying teams said that they disagreed “on why they were doing – […]
In earlier blogs I wrote about “buying groups”. In reality, there is a whole world behind that. Let’s dive into that and touch base on how you can influence them. If you want to effectively influence buying groups, you first need to better understand: how they spend their time who they are, and what to […]
Do you want to be sold-to? B2B buyers neither. Instead of focusing inside-out on your own sales journey, you need to focus outside-in on the customer buying journey. In this example, there are 5 stages of a customer buying journey, derived from an industry standard of SiriusDecisions. The customer journey evolves from creating awareness where […]
