This is the first part of a 3 part series on understanding buyer motivation in the business to business market place.

If you spend time thinking about how to crack the code on effective ways to capture the attention of today's buyers, you and I have something profound in common! This is the first of a three part series focusing on understanding buyer motivation in the business-to-busi...

This is the second part of a 3 part series on understanding buyer motivation in the business to business market place.

If you survey successful business people you will find they are all so very different. Some like to vacation at the beach others prefer to camp out in the wilderness. Some are very outgoing and others are reserved. And so it goes.

One thing you will find common...

This is the third part of a 3 part series on understanding buyer motivation in the business-to-business market place.

We live in an experiential society! One of the most powerful and effective ways to differentiate yourself is to serve others in a sincere and genuine fashion resulting in a positive and memorable experience. Isn't it a pleasure to experience a sales or service person t...

Have you ever found yourself with a large deal you were certain you had in the bag only to have the rug pulled out from under in the 11th hour? To receive an email saying "Sorry were going with the competition?"

I know I have, and man, oh man, it's painful! When doing a postmortem on these deals I have found, almost without exception, that I didn't involve the person with purchase aut...