Finding problems with the house after closing – whether undisclosed or new – is another cause of buyer’s remorse. “Other ...

Your prospect has already Googled you, asked around and formed an opinion before your first meeting. Here’s how to make sure what they find works in your favor. Over 40% of B2B buyers select their ...

As B2B marketing evolves, so do B2B buyers. Along with the rise of various technologies and fluctuating economic conditions, the B2B buyer's journey has changed, as has how buyers make decisions.

Discover the stages of the buyer’s journey and how they influence purchasing decisions. Learn how to incorporate the buyer’s journey into your sales process. A buyer journey is a sales process from ...

Imagine you're about to make a significant purchase for personal or business reasons—a decision involving considerable consequences and investment of time, effort, and money. Consider a scenario where ...

Instead of going to stores to compare products, Americans have increasingly turned to watching online video reviews. As far back as a decade ago, 55% of Americans reported they'd watched online ...

Marketers say trust is the new KPI, but most don’t know how to build it. Here’s what actually moves B2B buyers from indecision to commitment. “Trust is the new KPI” isn’t just a line from LinkedIn’s ...

The world of B2B sales is changing, thanks to a new kind of buyer—hyper-informed, AI-savvy and expecting more than ever. As my team and I train revenue professionals, one thing stands out: Meeting the ...

Will Kenton is an expert on the economy and investing laws and regulations. He previously held senior editorial roles at Investopedia and Kapitall Wire and holds a MA in Economics from The New School ...

This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom suggests that following a well-defined sales process can significantly improve ...

What is a decision-making process? A decision-making process is a series of steps one or more individuals take to determine the best option or course of action to address a specific problem or ...