Kenrick Cleveland / Insights
Insights
What moves B2B buyers to decide, drawn from my sales teaching. Each piece ends with one exercise for this week.
By Kenrick Cleveland
Last updated
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Knock on the budget before you build around it
How to handle a B2B buyer who anchors on a hard budget number, and what to say when the number may not buy what they asked for.
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A target with no pull is a nice conversation
Why B2B buyers agree your solution sounds great and still don't buy, and the three questions that get a stalled deal moving without pressure.