Micro-moments determine perception long before a purchase ever happens. Each brief interaction either builds confidence ...

B2B sales decision delays have increased due to the need for broader consensus, pursuit of perfection, and heightened customer awareness of potential risks. To combat delays, sales teams should ...

There is a basic misunderstanding about the forces that shape shopping behavior. Consumers believe that they act rationally to maximize their personal best interests when making purchase decisions.

Discover the stages of the buyer's journey and how they influence purchasing decisions. Learn how to incorporate the buyer’s journey into your sales process. A buyer journey is a sales process from ...

Good decision making is an art form that is scarce in many organizations. This is evident in a recent study from McKinsey, which indicated that only 20% of organizations “excel at decision making.” ...