Identify the opportunity first with everyone

  • by Tom Larsen | Jul 15, 2015 |
  • Marketing, Organization, Planning, Sales |

A good buyer is looking for products she can sell, not use personally. That means products that her Customers will want to buy. It’s about the money after all.


Buyer fatigue – How to avoid it in the initial meeting

  • by Tom Larsen | Jul 08, 2015 |
  • Marketing, Sales |

If I am a buyer, I am exclusively thinking about the connection between your presentation and what the consumer will see in the store when they look at the packaged product.


Email does not equal a conversation

  • by Tom Larsen | Dec 10, 2014 |
  • Marketing, Operations, Planning, Sales |

When you want to get to a buyer or you want to step into someone’s space, you don’t want your very important message to be seen “at the recipient’s convenience” and seen through pixels.