Your Buyer’s Journey

Understanding your buyer’s journey is critical to managing the sales cycle and folks’ expectation about the same. Get your CEO to think about his/her own buyer behavior – typically she would be cautious about taking on a new technology and betting her business on it. Likewise, your buyer will understandably display caution with something new – the product you are selling.


  1. Thanks for sharing these pearls of wisdom, Hugh. And for respecting everyone’s time with such short videos!

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