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Buyer Behavior in Sales: Why Prospects Mistrust, Make Requests, Manipulate, and Move Away

    Buyer Behavior in Sales: Why Prospects Mistrust, Make Requests, Manipulate, and Move Away

    Buyer behavior in sales often feels confusing from the seller’s side. A prospect seems interested, asks thoughtful questions, requests information,

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    The Buyer Decision Process in B2B Sales: Why Deals Stall and How to Fix It

      The Buyer Decision Process in B2B Sales: Why Deals Stall and How to Fix It

      Deals Don’t Stall Because of Selling Problems Most sales teams assume that when a deal slows down, something went wrong

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      Paul Kirch discussing modern B2B buying on the Enabling Buying Podcast

        Modern B2B Buying: Enabling Buying Podcast with Paul Kirch

        For the short video summary, please click here.Watch the full video here. In this introductory episode of Enabling Buying: A

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        Why Sales Follow Up Fails the Buyer Decision Process

          Why Sales Follow Up Fails the Buyer Decision Process

          Sales follow up is supposed to keep deals moving. After a good meeting, there’s usually a clear next step: send

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          The Hidden Work in the Buyer Decision Process

            The Hidden Work in the Buyer Decision Process

            Most of the buyer decision process doesn’t happen in meetings. Meetings are where ideas are introduced, discussed, and clarified. They

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