Blog

Buyer-Centric Selling Explained: Six Best Practices

Value affirmation increases the chance of a high-quality deal by 30%, and it’s more than twice as likely to occur when working with a human rep versus a purely digital buying experience – so the solution would seem to be to emphasize human-to-human interactions and adopt a buyer-centric mindset.

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Blog

5 Ways to Negotiate a Win-Win

Recent research from McKinsey and others shows buyers are increasing their DMU size and push engaging with the vendor back in the process. So once you are at the point where negotiations are required, you better be prepared.

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