Buyer Insights

Implications For Your Sales Proposition" title="Implications For Your Sales Proposition" />

Implications For Your Sales Proposition

Building The Business Case" title="Building The Business Case" />

Building The Business Case

Implications For Your Sales Proposition" title="Implications For Your Sales Proposition" />

Implications For Your Sales Proposition

Stay Ahead Of The Trends" title="Stay Ahead Of The Trends" />

Stay Ahead Of The Trends

Selling Higher & Wider" title="Selling Higher & Wider" />

Selling Higher & Wider

Selling To Procurement" title="Selling To Procurement" />

Selling To Procurement

Advanced Sales Strategies" title="Advanced Sales Strategies" />

Advanced Sales Strategies

Coping With Buying Process & Procedures" title="Coping With Buying Process & Procedures" />

Coping With Buying Process & Procedures

Tips for Sellers View all

Buyers Say: ‘Interactions with Sales People Can Add More Value’

Selling To Teams: Lessons From Sport

In Search Of The Number 1 Sales Question

Selling Higher: Your Essential ‘C Level’ Glossary

Featured View all

Re-Energizing Your Team Around Sales Performance Measures

A powerful technique you can employ in your next sales team meeting. Do you want to focus attention on the issue of sales activity…

Turning Your Sales Process Into A Sales Magnet

It is time to expect more from your sales process. It is no longer enough…

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

Closing the sale and getting the Purchase Order no longer go hand in hand. In…

Buying Process View all

The Ultimate ‘NO’ and How to Overcome It

How Soon Can You Really Get Them ‘Across The Line’?

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

The Perils Of Misreading The Buying Process

Why Buyers Buy View all

Misreading The Buyer’s Motivation

Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case - is all too often overlooked.…

Strategies For Identifying Hidden Requirements

Strategies you can employ to powerfully connect with the buyer's hidden agenda. That is the 'un-written' buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.…

How Well Are You Selling Change?

Your customer's fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.…

The Customer’s Hidden Agenda

What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer's more fundamental underlying needs and motivations remain hidden.…

Selling To Procurement View all

15 Megatrends In Buying

You don’t need to be taken by surprise – that is because it is relatively easy to predict changes in how your customers buy. The Rising Tide of…

Taking Hospital Procurement To The Emergency Room

Buyer Psychology View all

How To Influence The Buyer’s Choices

Buying Process View all

Sellers: Don’t Wimp Out Because Of Their Process!

Don't get paralyzed by the buyer's process. Don't let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don't cast aside the basics of either solution selling or relationship selling.…

Help The Buyer To Buy View all

The Importance Of Offering Options In Your Sales Proposals