Customer Think
AUGUST 30, 2021
The same is true of the construction industry, which relies on data analytics platforms like ITLytics to make design decisions, improve efficiency, and even prevent accidents. We live in an increasingly connected world, and we’re using more data than ever before to solve problems and understand the world around us.
Holden Advisors
NOVEMBER 3, 2021
Some time ago, Holden Advisors assisted a company that sold construction dirt by helping them better define their value. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it.
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CMOE
FEBRUARY 14, 2022
Collaboration thrives on constructive conflict, which can boost motivation , mutual understanding, and team performance. CMOE offers three constructive steps to manage conflict as a leader and inspire more meaningful collaboration and communication on your team. But of course, this requires mastering conflict management.
Strategic Account Management Association
FEBRUARY 15, 2022
How people make decisions. The brain makes decisions based on reflexes —instincts through which we subconsciously alter behavior to ensure biological fitness. The brain makes decisions based on habits , which implies repeating actions that prove rewarding. The brain makes decisions based on goals.
Brooks Group
APRIL 9, 2024
Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.
Brooks Group
MARCH 28, 2024
As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.
Sales Gravy
JULY 28, 2023
Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships. Complaining can turn a support group into a negative space, and it's important to have constructive conversations and avoid cynicism.
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