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Buyerology: Art or Science? Selling better with Karen Green

Curious Business: Insights for B2B Growth

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Understanding the Buyer: Lessons from Experience

This chapter reflects on key lessons learned from a career in buying, emphasizing the importance of understanding the buyer's perspective and the emotional dynamics in sales interactions. It introduces a five-step buyer model aimed at improving selling strategies, highlighting the necessity of building relationships and awareness before engagement. The discussion illustrates the evolution of buying behavior and stresses the significance of a tailored approach to selling in today’s information-driven market.

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