Product Purgatory: When they love it but still don't buy
Buyers will “pull” when four things are true:
P = There is a Project their to-do list...
U = ...that is Unavoidable right now...
L = ... and the option (or options) they Look into...
L = ... are Lacking for some critical reason(s)
P = There is a Project their to-do list...
U = ...that is Unavoidable right now...
L = ... and the option (or options) they Look into...
L = ... are Lacking for some critical reason(s)
The PULL framework
The roadblocks in the buying process that almost stopped them from buying
Kristin Zhivago • Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy
Playing the price game, however, can come at tremendous cost and can create a significant dilemma for the company. For the seller, selling based on price is like heroin. The short-term gain is fantastic, but the more you do it, the harder it becomes to kick the habit. Once buyers get used to paying a lower-than-average price for a product or servic
... See moreSimon Sinek • Start with Why: How Great Leaders Inspire Everyone to Take Action
how customers buy:1- somebody VP of sales get a CRM it sucks. 2- John is tasked to do it. 3- then he googles 90K companies 4- they figure out to make a shortlist, and have a justification. 5- you have to help the customer with step 4, if they can not they will go back to the status quo, the thing that sucks stays. that excel sheet stays.
Lenny Rachitsky • April Dunford on product positioning, segmentation, and optimizing your sales process
What would keep your prospect from buying from you? The answer to that question tells you about your perceived costs.
Chris Goward • You Should Test That: Conversion Optimization for More Leads, Sales and Profit or The Art and Science of Optimized Marketing
How do consumers solve their problems today? How would they solve their problems having your product? Would they be happier? Smarter? Feel better? Do you understand how and what will motivate these customers to buy?