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Tag: Buyer Behaviour

Buyer behaviour is the study of the activities associated with the purchase of goods and services, including the buyer’s emotional, mental and behavioural responses.

The Evolution Of The Buyer’s Journey (Part 2)

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The days of the charismatic but tactical salesperson are getting behind us, particularly in B2B sales. A winning personality still goes a long way, but today’s buyers aren’t looking for slick pitchmen.

The Evolution Of The Buyer’s Journey (Part 1)

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As Sales and Marketing adapt to new market realities and opportunities, they are often presented with a choice regarding their operational structure: either they continue to operate in discrete silos or they adapt to cooperate in ways that will not only make them more alert to their changing markets and customers.

The Psychology Of First Impressions

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First impressions do count. The psychology of consumerism tells us that the initial impact of a brand, a colour, a physical layout and a welcoming employee can never be understated.

The Most Read Articles

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Here are the top 5 articles on Head Of Sales for 2020 based on website page views which are generated from the email newsletter, social media and search engines.

Is Pre-empting An Objection, Genius Or Insanity?

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Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.

Buyer Behaviour Trends And The Impact Of COVID

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The retail industry is going through a wave of transformation and will never be the same. Unprecedented external factors have contributed for a data-driven, digital first, unified future.

5 Strategies To Handle Intimidating Prospects

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Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

The History of Sales Methodology – Part 1 (1900 -1950s)

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The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

How Do Salespeople Sell Insights?

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Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

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