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Make Your Business 1st Choice at Four Decisive Customer Moments
Throughout the history of buying and selling, purchase has been a challenging experience for both buyers and sellers because purchase is a lengthy progression with three phases: consideration, negotiation, and transaction.
Buyers have always been in control of their consideration phase and sellers have always been in control of negotiation and transaction because they “owned” every bit of valuable information relevant to the purchase. Today’s buyers, no longer dependent on sellers’ information, have taken control of the entire selling progression including negotiation and transaction.
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About the Author
Robert H. Bloom is the author of The New Experts: Win Today’s Newly Empowered Customers at Their 4 Decisive Moments
(Greenleaf). For more information or to contact Robert Bloom, please visit www.TheNewExperts.com.
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Corey Sommers is Co-Founder and Chief Marketing Officer of WhiteboardSelling, a provider of tools, best practices and technologies that enable field personnel to communicate and demonstrate core business value propositions to C-level buyers in a confident, compelling and consistent fashion… all without slides. Corey has more than 15 years experience in sales and channel enablement, account manager certification and training, and competitive intelligence. He is passionate about bridging the gap between marketing and sales within large organizations. Prior to founding WhiteboardSelling, he developed and executed VMware’s channel enablement strategy globally, across VARs, OEMs, Distributors, ISVs, and Corporate Reseller channel segments. He had shared responsibility for sales enablement and training for BMC Software’s world-wide direct sales organization. Corey also founded Ventaso, a leading provider of sales-ready messaging software and tools. To read Corey’s complete biography, 
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