http://caddellinsightgroup.com/blog2/2006/06/complex-sales-its-all-about-the-negatives/ A wide-ranging discussion of important business-related matters, such as innovation, risk, understanding customers and managing groups Wed, 03 Mar 2010 16:10:33 +0000 http://wordpress.org/?v=2.8.4 hourly 1 http://caddellinsightgroup.com/blog2/2006/06/complex-sales-its-all-about-the-negatives/comment-page-1/#comment-918 Customers Are Talking » Blog Archive » Offshoring telesales reduces close rates - why? Tue, 29 Sep 2009 15:46:26 +0000 http://caddellinsightgroup.com/blog2/?p=9#comment-918 [...] to and finding patterns in sales calls tells me that confusion is a sales-killer. There are enough negative emotions swirling around the buying process that adding confusion into the mix can tip a sale from Yes to [...] [...] to and finding patterns in sales calls tells me that confusion is a sales-killer. There are enough negative emotions swirling around the buying process that adding confusion into the mix can tip a sale from Yes to [...]

]]> http://caddellinsightgroup.com/blog2/2006/06/complex-sales-its-all-about-the-negatives/comment-page-1/#comment-711 Customers Are Talking » Blog Archive » B2B Buyers’ Purchase Decisions Hinge on Emotion, Not Facts Thu, 23 Apr 2009 19:35:57 +0000 http://caddellinsightgroup.com/blog2/?p=9#comment-711 [...] results will not surprise readers of this blog. Rational B2B buyers are a “myth,” and negative emotions drive the buying decision: The Enquiro research shows that B2B buying decisions are usually driven by one emotion: fear. As [...] [...] results will not surprise readers of this blog. Rational B2B buyers are a “myth,” and negative emotions drive the buying decision: The Enquiro research shows that B2B buying decisions are usually driven by one emotion: fear. As [...]

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