Buyers Confront New Market Realities A long period of buoyant growth ended suddenly in 2008, resulting in a fundamental shake up of industries and economies worldwide. Thus it was that a golden age of corporate growth, confidence and ambition gave way to a period of retrenchment and uncertainty. Almost universally, organizational priorities have changed from [...]
Buyers have rewritten the rules of modern buying. They are adopting an increasingly structured and indeed scientific approach to how buying decisions are made. The result is new steps, people and even logic involved in the buying decision. The only problem is that most sellers are not aware of these changes. Without an understanding of [...]
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part [...]
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from [...]
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