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Start-up Sales: Understanding Your Buyer’s Mode

When selling complex solutions to organisations it is imperative to understand your buyer's mode. Not all potential buyers are in the same ‘mode’. All buyers are not in the same position or share the same outlook.  As a sales professional,…

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Growth Planning Requires an Agile Approach

Start-up Sales: Understanding Different Buyer Roles

There are broadly five ‘roles’ people play in the buying process. In start-up sales, you need to understand the different buyer roles. The roles defined here are not necessarily part of their job title, rather it’s the role they play…

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