If predictions are right then it won’t be long before consumers start buying like corporations and B2C marketers get a fright.   The further advance of new technologies such as social media are likely to result in a B2C markets going the way of B2B markets with a dramatic shift…

No salesperson ever sets out to give a buyer the hump, but that is what appears to be happening with increasingly regularity. Sellers are making obvious mistakes that can result in immediate disqualification.   Hot-Headed Sellers Are Shown The Red Card An increasing numbers of sellers are unwittingly rubbing buyers…

Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. Buyers Become Benefits-Obsessed It makes no sense for organizations to spend many months…

What the buyer expects your solution to cost has a major bearing on getting the sale. Yet most salespeople try to sell without actually knowing what the buyer’s ‘should-cost’ estimate is. That does not make sense. The reality is that most buyers don’t set about buying something without having an…

Today’s buyers are hell-bent on cutting cost. However for sellers that need not be all bad news. Indeed, the latest wave of buyer cost cutting, with its broader and more sustainable focus, has the potential to take buyer-seller relationships to a new level. It means that cost reduction is something…

For suppliers what makes for great supply chain management is certain to be of interest.   That means a recent Gartner report on the Top 25 Supply Chain leaders makes interesting reading. Who are today’s leaders in terms of both buying and supplying? The answer is to be found from…