Mark Osborne breaks down what makes buyers move: first they recognize a problem exists, then they decide if it's worth solving and what the payoff would be. Understanding these early mental triggers is what gets prospects to act.
And we think about that oftentimes as part of like sort of the buyer's journey, even that sort of structural layer outside your website of, well, what was it that first kind of triggered in them, maybe this is a problem that I should solve, then evaluating, is it worth solving? What's the return on investment of trying to solve this problem?
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
