22-40 Buyer Persona: Who I Selling to?

Take the time to develop clear, focused buyer personas. Do this with your team so that you all understand who your target is and are aligned in your sales effort - this is really the biggest benefit. ... [Continue Reading]

01-17 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 ... [Continue Reading]