The Daily Dose

Unless you have the good fortune to have been introduced through a referral, your buyer has a long list of reasons not to buy. “As you are selling,” he is asking himself, “Can you do what you say you can?”, “Do you really understand my company and what I am facing?”, and “Will I get the return on my investment in your fees?” says John Doerr of the RAIN Group. Sometimes, the main reason we search Google before we make a purchase decision is to see if people have already had success using the product we’re about to buy. In…

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