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	<title type="text">Buyer Insights</title>
	<subtitle type="text">Industry-leading Research For Sellers Into How Organizations Buy</subtitle>

	<updated>2016-05-25T08:09:00Z</updated>

	<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com" />
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	<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[The Ultimate &#8216;NO&#8217; and How to Overcome It]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2016/05/20/the-ultimate-no-and-how-to-overcome-it/" />
		<id>http://buyer.sellerinsights.com/?p=10087</id>
		<updated>2016-05-20T11:26:29Z</updated>
		<published>2016-05-20T11:26:29Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Business Case" /><category scheme="http://buyer.sellerinsights.com" term="Business Case Buying" /><category scheme="http://buyer.sellerinsights.com" term="Buying Process" /><category scheme="http://buyer.sellerinsights.com" term="Help The Buyer To Buy" /><category scheme="http://buyer.sellerinsights.com" term="Procurement Policy" /><category scheme="http://buyer.sellerinsights.com" term="Tips for Sellers" /><category scheme="http://buyer.sellerinsights.com" term="Business Case Selling" /><category scheme="http://buyer.sellerinsights.com" term="Buyer-Seller Insights" /><category scheme="http://buyer.sellerinsights.com" term="justify the decision" /><category scheme="http://buyer.sellerinsights.com" term="Purchase Justification" /><category scheme="http://buyer.sellerinsights.com" term="Ray Collis" />		<summary type="html"><![CDATA[Few people would accuse those in procurement roles as being &#8216;yes men&#8217;. But perhaps a direct &#8216;no&#8217; is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2016/05/20/the-ultimate-no-and-how-to-overcome-it/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2016/05/20/the-ultimate-no-and-how-to-overcome-it/feed/atom/" thr:count="0"/>
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		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Buyers:  Don&#8217;t be a Skinflint!]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2016/01/17/buyers-dont-be-a-skinflint/" />
		<id>http://buyer.sellerinsights.com/?p=10071</id>
		<updated>2016-01-17T13:55:52Z</updated>
		<published>2016-01-17T13:45:43Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Business Case" /><category scheme="http://buyer.sellerinsights.com" term="Featured" /><category scheme="http://buyer.sellerinsights.com" term="Top 10" /><category scheme="http://buyer.sellerinsights.com" term="Buying Decisions" /><category scheme="http://buyer.sellerinsights.com" term="Cost Savings" /><category scheme="http://buyer.sellerinsights.com" term="False Savings" /><category scheme="http://buyer.sellerinsights.com" term="Flint Michigan" /><category scheme="http://buyer.sellerinsights.com" term="State of Emergency" />		<summary type="html"><![CDATA[The Lesson from Flint Michigan is: Be Cautious of Short Term Savings &#160; The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term savings that cost dear in long term. &#160; An Old Term Gets New Meaning The term &#8216;skinflint&#8217; has gained new meaning in recent times.  Traditionally it [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2016/01/17/buyers-dont-be-a-skinflint/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2016/01/17/buyers-dont-be-a-skinflint/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Selling in the Cloud &#8211; Building the Business Case for Your Solution]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2015/10/26/selling-in-the-cloud-building-the-business-case-for-your-solution/" />
		<id>http://buyer.sellerinsights.com/?p=9911</id>
		<updated>2015-10-26T11:00:23Z</updated>
		<published>2015-10-26T11:00:23Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Business Case" /><category scheme="http://buyer.sellerinsights.com" term="How Buyers Buy" /><category scheme="http://buyer.sellerinsights.com" term="Selling in the Cloud" /><category scheme="http://buyer.sellerinsights.com" term="Tips for Sales Managers" /><category scheme="http://buyer.sellerinsights.com" term="Why Buyers Buy" /><category scheme="http://buyer.sellerinsights.com" term="IT Business Case" /><category scheme="http://buyer.sellerinsights.com" term="Ray Collis" /><category scheme="http://buyer.sellerinsights.com" term="SAAS" /><category scheme="http://buyer.sellerinsights.com" term="Selling IT" />		<summary type="html"><![CDATA[Buying IT has changed.  It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important.  The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2015/10/26/selling-in-the-cloud-building-the-business-case-for-your-solution/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2015/10/26/selling-in-the-cloud-building-the-business-case-for-your-solution/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Jefferson, Octupus &#038; Wheelbarrow: Taking Needs Analysis To A New Level]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2015/09/10/jefferson-octupus-wheelbarrow-taking-needs-analysis-to-a-new-level/" />
		<id>http://buyer.sellerinsights.com/?p=10052</id>
		<updated>2015-09-10T16:39:49Z</updated>
		<published>2015-09-10T16:39:49Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Tips for Sellers" /><category scheme="http://buyer.sellerinsights.com" term="Needs Analysis" /><category scheme="http://buyer.sellerinsights.com" term="Solution Selling" />		<summary type="html"><![CDATA[What are the principles of world-beating solution selling?  Well, here communicate them using a rich metaphor – one that you won’t easily forget.  It is Jefferson’s Octopus In A Wheelbarrow! &#160; &#160; &#160; Jefferson Thomas Jefferson, was a founding father, lead author of the Declaration of Independence and 3rd President of the United States of America. [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2015/09/10/jefferson-octupus-wheelbarrow-taking-needs-analysis-to-a-new-level/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2015/09/10/jefferson-octupus-wheelbarrow-taking-needs-analysis-to-a-new-level/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[15 Megatrends In Buying]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2015/08/28/14-megatrends-in-buying/" />
		<id>http://buyer.sellerinsights.com/?p=10032</id>
		<updated>2015-08-28T17:17:31Z</updated>
		<published>2015-08-28T15:52:07Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Selling To Procurement" /><category scheme="http://buyer.sellerinsights.com" term="The Buying Revolution" /><category scheme="http://buyer.sellerinsights.com" term="Buying Revolution" /><category scheme="http://buyer.sellerinsights.com" term="Mega Trends in Buying" />		<summary type="html"><![CDATA[You don&#8217;t need to be taken by surprise &#8211; that is because it is relatively easy to predict changes in how your customers buy. &#160; The Rising Tide of Procurement Sophistication The tide is rising in terms of the overall level of procurement sophistication.  The trend of more sophisticated and more demanding buyers seems to be evident in most [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2015/08/28/14-megatrends-in-buying/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2015/08/28/14-megatrends-in-buying/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Could The iPad Kill Solution Selling?]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/10/16/could-the-ipad-kill-solution-selling/" />
		<id>http://buyer.sellerinsights.com/?p=9976</id>
		<updated>2014-10-17T16:49:27Z</updated>
		<published>2014-10-16T20:57:37Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Buying Horror Stories" /><category scheme="http://buyer.sellerinsights.com" term="Procurement Policy" /><category scheme="http://buyer.sellerinsights.com" term="Buyer Insights" /><category scheme="http://buyer.sellerinsights.com" term="Buying Process" /><category scheme="http://buyer.sellerinsights.com" term="Consultative Selling" /><category scheme="http://buyer.sellerinsights.com" term="iPad" /><category scheme="http://buyer.sellerinsights.com" term="Los Angeles iPad Scandal" /><category scheme="http://buyer.sellerinsights.com" term="Pre-tender Consultation with Suppliers" /><category scheme="http://buyer.sellerinsights.com" term="Procurement" /><category scheme="http://buyer.sellerinsights.com" term="Ray Collis" /><category scheme="http://buyer.sellerinsights.com" term="salespeople" /><category scheme="http://buyer.sellerinsights.com" term="Solution Selling" /><category scheme="http://buyer.sellerinsights.com" term="Tender" /><category scheme="http://buyer.sellerinsights.com" term="The Asg Group" />		<summary type="html"><![CDATA[The much publicized failure of one of the world&#8217;s largest iPad contract represents another &#8216;nail in the coffin&#8217; of Solution Selling &#160; You have heard people say that Solution Selling is dead. But what you probably don&#8217;t realize is that the iPad may be hastening its demise. &#160; &#160; More specifically the much publicized failure [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2014/10/16/could-the-ipad-kill-solution-selling/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2014/10/16/could-the-ipad-kill-solution-selling/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Want Your Customers To Spend More?  Then don&#8217;t do this!]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/10/10/want-your-customers-to-spend-more-then-dont-do-this/" />
		<id>http://buyer.sellerinsights.com/?p=9961</id>
		<updated>2014-10-10T14:11:57Z</updated>
		<published>2014-10-10T14:03:39Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Business Case" /><category scheme="http://buyer.sellerinsights.com" term="Buyer Attitudes" /><category scheme="http://buyer.sellerinsights.com" term="Using Maths To Sell" /><category scheme="http://buyer.sellerinsights.com" term="Cross-selling" /><category scheme="http://buyer.sellerinsights.com" term="Sales Success" /><category scheme="http://buyer.sellerinsights.com" term="Save More" /><category scheme="http://buyer.sellerinsights.com" term="Selling" /><category scheme="http://buyer.sellerinsights.com" term="Spend More" /><category scheme="http://buyer.sellerinsights.com" term="Up-selling" />		<summary type="html"><![CDATA[The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2014/10/10/want-your-customers-to-spend-more-then-dont-do-this/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2014/10/10/want-your-customers-to-spend-more-then-dont-do-this/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[53% of IT Sellers Have Their &#8216;Heads In The Clouds&#8217;]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/10/01/53-of-it-sellers-have-their-heads-in-the-clouds/" />
		<id>http://buyer.sellerinsights.com/?p=9926</id>
		<updated>2014-09-21T13:41:58Z</updated>
		<published>2014-10-01T12:02:03Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Business Case" /><category scheme="http://buyer.sellerinsights.com" term="Tips for Sellers" /><category scheme="http://buyer.sellerinsights.com" term="Business Case for IT" /><category scheme="http://buyer.sellerinsights.com" term="Buyer Research" /><category scheme="http://buyer.sellerinsights.com" term="Buying IT" /><category scheme="http://buyer.sellerinsights.com" term="Sales Book" /><category scheme="http://buyer.sellerinsights.com" term="Selling in the Clouds" />		<summary type="html"><![CDATA[When it comes to the buyer&#8217;s business justification for the purchase of IT software, hardware or services, 53% of sellers have their &#8216;heads in the clouds&#8217;. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer&#8217;s relevant numbers.  Many don&#8217;t even realize that these things are needed. For ever [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2014/10/01/53-of-it-sellers-have-their-heads-in-the-clouds/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2014/10/01/53-of-it-sellers-have-their-heads-in-the-clouds/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[How Soon Can You Really Get Them &#8216;Across The Line&#8217;?]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/09/22/how-soon-can-you-get-them-across-the-line/" />
		<id>http://buyer.sellerinsights.com/?p=9850</id>
		<updated>2015-10-26T11:05:50Z</updated>
		<published>2014-09-22T19:02:52Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Buying Process" /><category scheme="http://buyer.sellerinsights.com" term="How Buyers Buy" /><category scheme="http://buyer.sellerinsights.com" term="Stages Of The Decision" /><category scheme="http://buyer.sellerinsights.com" term="Buyer Journey" /><category scheme="http://buyer.sellerinsights.com" term="Buyer Research" /><category scheme="http://buyer.sellerinsights.com" term="Buying Decision" /><category scheme="http://buyer.sellerinsights.com" term="Ray Collis" /><category scheme="http://buyer.sellerinsights.com" term="Sales Closing Skills" /><category scheme="http://buyer.sellerinsights.com" term="Sales Performance" /><category scheme="http://buyer.sellerinsights.com" term="Sales Tips" /><category scheme="http://buyer.sellerinsights.com" term="The Asg Group" />		<summary type="html"><![CDATA[Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages &#8211; many of which do not involve the salesperson.  That has real implications for getting the deal across the line. The following video is aimed at helping you to understand the buyer&#8217;s journey and its implications for [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2014/09/22/how-soon-can-you-get-them-across-the-line/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2014/09/22/how-soon-can-you-get-them-across-the-line/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>John O' Gorman</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Buyers Say: ‘Interactions with Sales People Can Add More Value’]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/05/06/buyers-say-most-sales-people-dont-add-value/" />
		<id>http://buyer.sellerinsights.com/?p=9800</id>
		<updated>2014-05-06T10:27:38Z</updated>
		<published>2014-05-06T08:40:24Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Help The Buyer To Buy" /><category scheme="http://buyer.sellerinsights.com" term="How Buyers Buy" /><category scheme="http://buyer.sellerinsights.com" term="Tips for Sellers" /><category scheme="http://buyer.sellerinsights.com" term="Buyer Research" /><category scheme="http://buyer.sellerinsights.com" term="Insights Selling" /><category scheme="http://buyer.sellerinsights.com" term="John Doerr" /><category scheme="http://buyer.sellerinsights.com" term="Mike Schultz" /><category scheme="http://buyer.sellerinsights.com" term="Sales Insights" /><category scheme="http://buyer.sellerinsights.com" term="The Asg Group" /><category scheme="http://buyer.sellerinsights.com" term="The Rain Group" />		<summary type="html"><![CDATA[Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy. &#160; &#160; A new book by the Rain Group (called Insight [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2014/05/06/buyers-say-most-sales-people-dont-add-value/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2014/05/06/buyers-say-most-sales-people-dont-add-value/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>Ray Collis</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Selling To Teams:  Lessons From Sport]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/04/08/selling-to-teams-lessons-from-sport/" />
		<id>http://buyer.sellerinsights.com/?p=9683</id>
		<updated>2014-04-09T13:15:57Z</updated>
		<published>2014-04-08T15:14:02Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Buying Politics" /><category scheme="http://buyer.sellerinsights.com" term="Buying Team" /><category scheme="http://buyer.sellerinsights.com" term="Featured" /><category scheme="http://buyer.sellerinsights.com" term="Tips for Sellers" /><category scheme="http://buyer.sellerinsights.com" term="Dysfunctional Buying Teams" /><category scheme="http://buyer.sellerinsights.com" term="politics" /><category scheme="http://buyer.sellerinsights.com" term="Relationship Selling" /><category scheme="http://buyer.sellerinsights.com" term="Sales Success" /><category scheme="http://buyer.sellerinsights.com" term="Sell Higher &amp; Wider" /><category scheme="http://buyer.sellerinsights.com" term="Selling To Teams" />		<summary type="html"><![CDATA[Some organizations don&#8217;t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to [&#8230;]]]></summary>
			<link rel="replies" type="text/html" href="http://buyer.sellerinsights.com/2014/04/08/selling-to-teams-lessons-from-sport/#comments" thr:count="0"/>
		<link rel="replies" type="application/atom+xml" href="http://buyer.sellerinsights.com/2014/04/08/selling-to-teams-lessons-from-sport/feed/atom/" thr:count="0"/>
		<thr:total>0</thr:total>
		</entry>
		<entry>
		<author>
			<name>John O' Gorman</name>
						<uri>http://www.sellernav.com</uri>
					</author>
		<title type="html"><![CDATA[Re-Energizing Your Team Around Sales Performance Measures]]></title>
		<link rel="alternate" type="text/html" href="http://buyer.sellerinsights.com/2014/04/02/re-energizing-your-team-around-sales-performance/" />
		<id>http://buyer.sellerinsights.com/?p=9463</id>
		<updated>2014-07-08T13:04:57Z</updated>
		<published>2014-04-02T16:51:58Z</published>
		<category scheme="http://buyer.sellerinsights.com" term="Featured" /><category scheme="http://buyer.sellerinsights.com" term="Sales Performance" /><category scheme="http://buyer.sellerinsights.com" term="Tips for Sales Managers" /><category scheme="http://buyer.sellerinsights.com" term="Uncategorized" /><category scheme="http://buyer.sellerinsights.com" term="Sales Activity" /><category scheme="http://buyer.sellerinsights.com" term="Sales Effectiveness" /><category scheme="http://buyer.sellerinsights.com" term="sales engine" /><category scheme="http://buyer.sellerinsights.com" term="Sales Team" /><category scheme="http://buyer.sellerinsights.com" term="sales team meeting" /><category scheme="http://buyer.sellerinsights.com" term="sellernav" />		<summary type="html"><![CDATA[A powerful technique you can employ in your next sales team meeting. &#160; Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting.   It will enable you to get a consensus [&#8230;]]]></summary>
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