People buy something because they perceive it will meet a specific need or desire. This can be a practical need, such as purchasing food to satisfy hunger, or a more emotional need, such as buying a luxury item to make them feel good

Everyone has priorities and challenges, and leaders have more than their share to overcome. So how do leaders create the right balance to make progress today?

VIDEO: The History of Selling Take a quick trip through the evolution of selling and how salespeople are evolving. Account...

Having a relevant meeting with a prospect is important because it allows you to build trust and rapport, identify specific needs, qualify leads, demonstrate your expertise, save time and resources, and improve the customer journey.

Executives tend to require precise, concise, and comprehensive data, supported by clear analysis, to make a decision; also, it's vital to present the evidence in a way that is easy to understand and relevant to the decision.

The first step to aligning business requirements to the strategy is understanding the organization's mission, vision, and goals.

Buyers may have objections to any of the above reasons or a combination. Understanding and addressing these objections is essential to help the buyer decide.