Buyers Don’t Sit and Wait for Sellers

Around 85% of a buyer’s pre-firm footing, back-end choice issues get addressed privately, exterior of the wholesaler’s purview, and a wholesaler has no place at the table. Here is where we lose our sales – as buyers control the in-house politics, and the strategic/convert issues – not as our solutions aren’t applicable or as we haven’t done a good job promotion.

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