Ready-To-WIMP-Out?

If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’

Big Name Suppliers Get The Boot

Yet another big IT project is in trouble reports the The Guardian.  The 750 million UK electronic border control project was awarded in 2007 to a consortium that included Raytheon, Serco, Accenture, Detica and QinetiQ.  Some 3 years later The Home Office has sacked The consortium and is seeking to award the contract to another. [...]

Most Sales Proposals Are Blunt Instruments

Bringing Buyer Risk Into The Open

Buying Process Trumps Sales Process

For Buyers Everyday is Independence Day

The 4th of July may have come and gone, but for today’s more sophisticated buyers it is always Independence Day.

Buyers Ask: Will You Help Me Get Promoted?

Buyers want to know is ‘will your products and services get me promoted, or demoted?’

BEWARE: There Is Always A Buying Process

Just because the steps involved in making a major purchase are not documented, does not mean that there is not a process, even a sophisticated one.

Buyers Warn: If You Don’t Filter Your List, We’ll Filter Your Marketing!

The reality is that the more sellers fail to filter their marketing, the more buyers will filter it for them

Buyers Have Funnels Too!

Sales people are not the only ones who have funnels, buyers have them too!  I will let the IT Director of a large multi-national explain: ‘Last year we had 300 million worth of projects for consideration across the organisation, but only a budget of 100 million.   That meant we were faced with some very hard [...]

Welcome To Buyer Heaven

‘Buyers are in heaven right now’ proclaimed the country sales manager for one of the top 5 global IT vendors recently. But if buyers are in heaven, what does that mean for sellers?

Public Sector Buyers Ask ‘Where is the MEAT?’

In public Sector Buying Price Is Over-taken By Most Economically Advantageous Tender, but what are the implications for how you sell?