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The Seller’s Journey: Examine Your Own Buying Behavior

Hugh Morgan · February 22, 2021 ·

When you are selling a complex product or service – and most B2B technology sales fall into this category – the process is almost always slower than you would like.   Frustratingly so. Best to manage your own expectations by thinking about how you buy something new and complex: you are unlikely to make the purchase decision quickly, in haste.   You wouldn’t take on something new and risky, a product or process that might put your business at risk if it failed, without due consideration.    And neither will your buyer.

Additional Resources

  • The End of Solution Selling – Harvard Business Review
  • What is a Complex Sale? – Sales Hacker
  • Why You Should Use the Solution Selling Process – LucidChart

Selling

hugh@hughmorgan.net​

+1 510 282 3784

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