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Selling To Busy Buyers: What’s Your Decision Simplification Strategy?
Research into the science of decision making tells us that customers often simplify the…
Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive…
Taking Collaboration With Your Customers To A New Level
There is a new measure of buyer – seller collaboration. It is called Sales…
- Why Buyers Buy
Understanding Buyer Psychology
Buying decisions are generally more complex than they may at first appear. We look…
Helping Your Customers To Justify Their Decisions
Sellers must make sure that the buyer is in a position to justify the…
Is There Pressure On Your Buyer’s Numbers?
‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an…
- Who Makes The Decision
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers…
A Portrait Of The Modern Buyer
We don't know of a visual that more accurately reflects the new realities of…
How To Make The Category Manager Your Friend
Organizations are increasingly structuring their procurement in terms of key categories. This new state…
Understanding Buyer Psychology
Buying decisions are generally more complex than they may at first appear. We look behind the…
Helping Your Customers To Justify Their Decisions
Sellers must make sure that the buyer is in a position to justify the decision. …
Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities
Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering…
Selling To Busy Buyers: What’s Your Decision Simplification Strategy?
Research into the science of decision making tells us that customers often simplify the basis on…
Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive a change…
How To Sell To Cold & Reserved Buyers
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer…
Sellers Look Out: It’s Open Season On Sacred Cows!
In the relentless march of procurement, it is open season on so called 'sacred cows'. So,…
The Perfect Storm: 8 Trends That Will Rock Your World
How organizations buy is changing - we all know that. But as a seller how…
The Cost-Saver Menu: 11 Ways To Help Your Buyer Save
Imagine if you could give the buyer a menu of ways to save money, other than…
Staple Yourself To Their Order
Are there opportunities to optimize how your customers interact with your solution from the moment of…
So You Think You Know The Customer’s Buying Process?
Sellers are naturally focused on the purchase order. However, in winning the sale it is important…
10 Commandments of Corporate Buying – The Implications For Sellers
What are the core beliefs or principles of modern procurement? Whether you are a manager running…
Time For A New Perspective On Key Account Management (KAM)
Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this…
Test Your Knowledge Of The Key Trends In Buying
How well do you understand the key trends in buying? That is the trends…
Why BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my…
Why Only Hard Savings Can Close The Deal
Sellers are not the only ones obsessed with making their numbers. Buyers have targets too –…
The Beermat Business Case
Being able to build the business case for your solution is an important sales skill. However…
The Ultimate Challenger Sale
In 2012 sellers were advised to challenge their customers. Now it is time to take the…
Do You Know Why Procurement Really Matters?
Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly…
How Buyers Buy View all
Selling To Busy Buyers: What's Your Decisio…
Research into the science of decision making tells us that customers often simplify the basis on which buying decision are made. It is important…
Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customers strategy, increasing budgetary pressures or…
Taking Collaboration With Your Customers To …
There is a new measure of buyer – seller collaboration. It is called Sales & Operations Planning (S&OP). Those sellers who can integrate effectively…
How High Can You Climb To Communicate Your V…
You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer.…
Sellers Look Out: It's Open Season On Sacre…
In the relentless march of procurement, it is open season on so called 'sacred cows'. So, if your relationship with a key account depends…
The Perfect Storm: 8 Trends That Will Rock Y…
How organizations buy is changing - we all know that. But as a seller how to know exactly what is on the horizon…
Who Makes The Decision View all
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of…
A Portrait Of The Modern Buyer
We don't know of a visual that more accurately reflects the new realities of buying. It is a real call to action…
Why Buyers Buy View all
Buying decisions are generally more complex than they may at first appear. We look behind the buyer's stated rationale for the decision and to uncover the psychology that…
Sellers must make sure that the buyer is in a position to justify the decision. Otherwise the risk of a stalled deal increases greatly. This is…
‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an important question for you to ask. …
Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering fully on promised savings a challenge. That presents the seller with a…
The Buying Revolution View all
Alignment – Procurement’s Great Balancing Act
Globalization places great demands on the supply chain, in particular the challenge of aligning demand and supply. The requirement is to maximize product availability and supply flexibility while…
Globalization Makes Procurement King!
Globalization has been the dominant economic trend for more than two decade. Not only has it fundamentally changed the world we live in, but it has changed procurement…
The New Love Affair Between CEOs and CPOs
Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to…
Buyer-Seller Relations View all
How High Can You Climb To Communicate Your Value?
You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. …
Buyer Attitudes View all
The Most Dangerous False Assumption In Selling!
The Importance Of Knowing The 3 Types Of Buyers & Tailoring Your Sales Approach Accordingly There is…
Buyer Risk View all
Why CPO’s Get Upset Watching The News
What you own you control, but big corporations no longer own large chunks of their production…
Help The Buyer To Buy View all
The Beermat Business Case
Being able to build the business case for your solution is an important sales skill. However…
Selling To Procurement View all
What Is The Cost Of An Extra Supplier?
The consolidation of suppliers can be seen as either an opportunity or a threat. In…