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Ten Things Buyers Look For From Their Suppliers

We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to specific questions that we had been led to ask after we thought they had exhausted their feedback. But a new book by Mike Schultz…

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How Your Buyers Make Their Decisions – Part 2

In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from  a painful scenario or by moving toward a beneficial one. In this section, we look at another way your buyers decide. Let’s do a quick recap… People’s decision-making criteria will always give away a lot of information, as they help…

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