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Turning Your Sales Process Into A Sales Magnet

Turning Your Sales Process Into A Sales Magnet

It is time to expect more from your sales process.  It is no longer enough that it delivers consistency and control in respect of sales.…

9 Habits of Highly Successful Key Account Managers

9 Habits of Highly Successful Key Account Managers

We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.…

Justify With Numbers – Compel With Emotions

Justify With Numbers – Compel With Emotions

Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough.…

Why Buyers Buy View all

Misreading The Buyer’s Motivation

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.…

How Well Are You Selling Change?

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

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 The Buyer’s Primary Ratio

Selling To The Buyer’s Primary Ratio

Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we…

Selling To Procurement View all

Taking Hospital Procurement To The Emergency Room

Taking Hospital Procurement To The Emergency Room

Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…

Why Decentralized Buying Is Dead!

Buyer Psychology View all

Buying Process View all

Sales Hopscotch: Turning Buying Process To Your Advantage

Sales Hopscotch: Turning Buying Process To Your Advantage

Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale. But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.…

Help The Buyer To Buy View all

The Importance Of Offering Options In Your Sales Proposals

The Importance Of Offering Options In Your Sales Proposals

Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and quotations can have an important role in determining success.…

Who Makes The Decision View all

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

Why Earlier Is Better: Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and suppliers in advance of…

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