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Sales Process

There are four predictable steps that impact all major purchase decisions. Do you know what they are?

Here's a story I was told at a recent conference.

A cowboy named Bud was overseeing his herd in a remote mountainous pasture in California when suddenly a brand-new BMW advanced out of a dust cloud towards him.

Salespeople who don't think of themselves as trusted advisors can often only ask one-dimensional questions to elicit one-dimensional answers. But, unfortunately, salespeople do this a lot.

In an article originally published at for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

Categorizing and labeling generations tends only to highlight the age paradigms and circumstances we all go through in life, but since the media created it, I will use it.


There's a series of things I have observed in watching salespeople use emails over the last couple of decades to such an extreme that now we are seeing an entire generation who has become reliant.

In today's environment, we must stop acting and looking like beggars recognizing that we can help buyers.

Let the others wrestle it out at the procurement department and with the low-level influencers.

This message may make you cringe with the anxiety of thinking so far ahead, but now is the time to plan for your best-ever QBR meeting results in Q2 2023.

It is far easier to sell at your listed price than most salespeople realize – even during economic uncertainty. Here are three steps you can take today that will make selling without discounting second nature, no matter what else is going on in your market.

What happens the first time you try a new selling or management technique?