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- The Business Case Is King!
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Categories
- B2C Buying 2
- Business Case 31
- Business Case Buying 19
- Buyer Attitudes 17
- Buyer Psychology 17
- Buyer Risk 12
- Buyer-Seller Relations 23
- Buying Horror Stories 2
- Buying Politics 5
- Buying Process 38
- Buying Team 24
- Compliance 2
- E Procurement 4
- Featured 13
- Help The Buyer To Buy 14
- How Buyers Buy 52
- KAM 3
- Myth About Buying 13
- Procurement Policy 5
- Public Procurement 10
- Sales Performance 2
- Selling in the Cloud 1
- Selling To Procurement 21
- Stages Of The Decision 2
- Strategic Fit 3
- The Buyers Steps 2
- The Buying Revolution 24
- Tidalwave Selling 12
- Tiles 8
- Tips for Sales Managers 7
- Tips for Sellers 66
- Top 10 24
- Uncategorized 27
- Using Maths To Sell 15
- Video 6
- Who Makes The Decision 20
- Why Buyers Buy 28
B2C Buying
Business Case
- The Ultimate ‘NO’ and How to Overcome It - (0)
- Buyers: Don’t be a Skinflint! - (0)
- Selling in the Cloud – Building the Business Case for Your Solution - (0)
- Want Your Customers To Spend More? Then don’t do this! - (0)
- 53% of IT Sellers Have Their ‘Heads In The Clouds’ - (0)
- Selling Higher: Your Essential ‘C Level’ Glossary - (0)
- Selling To The Buyer’s Primary Ratio - (0)
- Are You Only The Tip Of The Iceberg? - (0)
- Sellers: How To Calculate Your Value? – The Value Equation - (0)
- Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities - (0)
- Why Only Hard Savings Can Close The Deal - (0)
- The Beermat Business Case - (0)
Business Case Buying
- The Ultimate ‘NO’ and How to Overcome It - (0)
- Selling To The Buyer’s Primary Ratio - (0)
- Why Only Hard Savings Can Close The Deal - (0)
- How To Make Your ROI More Buyer-Friendly - (0)
- Examining the Business Case – The Building Blocks - (0)
- Buyers Face 3 Business Case Challenges - (0)
- What Are Buyers Thinking? - (0)
- What Is The Business Case? - (0)
- The Role Of The Business Case - (0)
- Examining the Business Case – The Cost-Benefits Equation - (0)
- Examining the Business Case – Considerations Of Risk - (0)
- Examining the Business Case – The Political Dimension - (0)
Buyer Attitudes
- Want Your Customers To Spend More? Then don’t do this! - (0)
- For Buyers Everyday is Independence Day - (0)
- The Most Dangerous False Assumption In Selling! - (1)
- Caution: Buyers Are Weary Of Questions - (0)
- Buyers Redefine Selling - (0)
- Buyer Types – Just how much can you tell from a limp handshake? - (0)
- Ready-To-WIMP-Out? - (0)
- Resolutions of a Buyer Turned Seller - (0)
- 9 things unforgiving buyers don’t like - (0)
- All Marketing Is SPAM! - (0)
- Buyers Cringe As Telemarketing Numbers Rise - (0)
- From ‘Buyer Beware’ to ‘Seller Beware!’ - (0)
Buyer Psychology
- Strategies For Identifying Hidden Requirements - (0)
- How Well Are You Selling Change? - (0)
- The Customer’s Hidden Agenda - (0)
- How To Influence The Buyer’s Choices - (1)
- 9 New Ways To Nudge Your Customer To Buy - (1)
- Understanding Buyer Psychology - (1)
- Helping Your Customers To Justify Their Decisions - (0)
- What Can Scientists Tell Us About How Decisions Are Really Made? - (0)
- Selling To Busy Buyers: What’s Your Decision Simplification Strategy? - (0)
- Is Relationship Selling Under Attack? - (0)
- Are You Using The IKEA Effect To Help Them Buy? - (0)
- Capturing Your Buyer’s Imagination - (0)
Buyer Risk
- Sellers: How To Calculate Your Value? – The Value Equation - (0)
- Why CPO’s Get Upset Watching The News - (0)
- Justify With Numbers – Compel With Emotions - (0)
- What Science Tells Us About The Speed Of Buying - (0)
- Contract Compliance – Implications For Sellers - (0)
- Buyers Are Taking ‘Baby Steps’ - (0)
- The Ultimate Test of The Sales Pro: Helping Buyers To Buy - (0)
- Pipeline Opportunities: Can You Spot The Warning Signals? - (0)
- Buyers Face 3 Business Case Challenges - (0)
- What Are Buyers Thinking? - (0)
- Examining the Business Case – Considerations Of Risk - (0)
- Buyers Are In ‘Play It Safe!’ Mode - (0)
Buyer-Seller Relations
- How High Can You Climb To Communicate Your Value? - (0)
- Justify With Numbers – Compel With Emotions - (0)
- Improve Sales Performance By Treating Your Customers Like Buyers! - (0)
- Buyers From Hell! What Your Worst Customers Can Teach You - (0)
- Sellers Beware: Buyers Know What You Are Thinking! - (0)
- Buying Nirvana: Why Can’t Buyers & Sellers Work In Harmony? - (0)
- The Ultimate Test of The Sales Pro: Helping Buyers To Buy - (0)
- Buyers: Treat salespeople As you would expect to be treated - (0)
- Sellers Are from Mars and Buyers Are from Venus, Right? - (0)
- The Buyer Angle: What Makes a Good Supplier? - (0)
- Newsflash- Buyers Don’t Want to be Treated Like Leads - (0)
- Think Cost of Buying, Not Cost of Selling! - (0)
Buying Horror Stories
Buying Politics
Buying Process
- The Ultimate ‘NO’ and How to Overcome It - (0)
- How Soon Can You Really Get Them ‘Across The Line’? - (0)
- 7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order - (0)
- The Perils Of Misreading The Buying Process - (0)
- Sellers: Don’t Wimp Out Because Of Their Process! - (0)
- Sales Hopscotch: Turning Buying Process To Your Advantage - (0)
- What Are The Buyer’s Next Steps? - (0)
- Sellers Beware: The Project Behind The Purchase - (0)
- Staple Yourself To Their Order - (0)
- So You Think You Know The Customer’s Buying Process? - (0)
- Finding Your Hidden Sources Of Value - (1)
- Why BANT Is Not Enough! - (0)
Buying Team
- Selling To Teams: Lessons From Sport - (0)
- How To Make The Category Manager Your Friend - (0)
- Your Sales Team Should Resemble The United Nations - (0)
- How to Sell To Buyers Who Know More Than You - (0)
- Beware: CC Lists are Getting Longer - (0)
- Buying Is Now A Team Sport - (0)
- Selling To The New Buyers - (0)
- The Buying Team – Redrawing The Atlas Of Buying - (0)
- Do Buyer Personalities Really Matter? - (0)
- Caution: Buyers Are Weary Of Questions - (0)
- Buyers Redefine Selling - (0)
- Buyer Types – Just how much can you tell from a limp handshake? - (0)
Compliance
E Procurement
Featured
- Buyers: Don’t be a Skinflint! - (0)
- Selling To Teams: Lessons From Sport - (0)
- Re-Energizing Your Team Around Sales Performance Measures - (0)
- In Search Of The Number 1 Sales Question - (0)
- How Healthy Is Your Sales Organization? - (0)
- Turning Your Sales Process Into A Sales Magnet - (0)
- 7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order - (0)
- 9 Habits of Highly Successful Key Account Managers - (0)
- Justify With Numbers – Compel With Emotions - (0)
- Bounded Rationality: Balancing Logic And Emotion In The Sale - (0)
- Buyer OCD: The Obsession With Lowest Price - (0)
- Sales Limbo: Are You Still Waiting For The P.O.? - (0)
Help The Buyer To Buy
- The Ultimate ‘NO’ and How to Overcome It - (0)
- Buyers Say: ‘Interactions with Sales People Can Add More Value’ - (0)
- The Importance Of Offering Options In Your Sales Proposals - (0)
- The Beermat Business Case - (0)
- The Ultimate Challenger Sale - (0)
- Can Sellers Really Help Buyers To Buy? - (0)
- Oh, that buying was so simple!! - (0)
- Traditional Sales Skills Can Be Part of The Problem, Not The Solution - (0)
- The Ultimate Test of The Sales Pro: Helping Buyers To Buy - (0)
- Buyers & Sellers Share Little In Common! - (0)
- Myth #1: It’s All About Selling! - (0)
- Helping The Buyer To Go Faster - (0)
How Buyers Buy
- The Ultimate ‘NO’ and How to Overcome It - (0)
- Selling in the Cloud – Building the Business Case for Your Solution - (0)
- Could The iPad Kill Solution Selling? - (0)
- How Soon Can You Really Get Them ‘Across The Line’? - (0)
- Buyers Say: ‘Interactions with Sales People Can Add More Value’ - (0)
- Turning Your Sales Process Into A Sales Magnet - (0)
- 7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order - (0)
- Sellers: Are You A Control Freak, or A Puppet On A String? - (0)
- The Perils Of Misreading The Buying Process - (0)
- Sellers: Don’t Wimp Out Because Of Their Process! - (0)
- Sales Hopscotch: Turning Buying Process To Your Advantage - (0)
- What Are The Buyer’s Next Steps? - (0)
KAM
Myth About Buying
- The Most Dangerous False Assumption In Selling! - (1)
- Myth #1: It’s All About Selling! - (0)
- Myth #2: The Seller Is In Control - (0)
- Myth #3: The Unsophisticated Buyer - (0)
- Myth #4: Buyers Want To Be Sold To - (0)
- Myth #5: It Is A Buying Decision - (0)
- Myth #6: Buyers Buy Products & Services - (0)
- Myth #7: It’s About Selecting A Supplier - (0)
- Myth #8: Sales Process Equals Buying Process - (0)
- Myth #9: The Competition Is Another Supplier - (0)
- Myth #10: The PO Is Everything - (0)
- Myth #11: Purchasing Pushes Paper - (0)
Procurement Policy
Public Procurement
- 10 Ways To Make Public Procurement Easier - (0)
- 5 Proposals That Could Help You Win More EU Public Contracts - (0)
- 5 Proposals That Could Stop You Winning More Public Contracts - (0)
- Public Procurement Is Good For You! - (0)
- Prime Minister Lashes Out At ‘Procure-au-crats’ - (0)
- How To Bypass The Competitive Tender? - (0)
- Just How Much More Expensive Can A Best Value Tender Be? - (0)
- EU Buyers Get A Lowly Pass Grade - (0)
- The Rise of The RFX – Unforseen Consequences for Buyers and Sellers - (0)
- Mass Scrapping of Public Projects Causes Seller Woe - (0)
- Move over Facebook and Twitter, PEEPOL is Coming! - (0)
- Public Spending Goes Under The Microscope - (0)
Sales Performance
Selling in the Cloud
Selling To Procurement
- 15 Megatrends In Buying - (0)
- Taking Hospital Procurement To The Emergency Room - (0)
- Why Decentralized Buying Is Dead! - (0)
- Why Earlier Is Better: Getting Procurement & Suppliers Involved - (0)
- Living In The Shadow Of Procurement - (0)
- What Is The Cost Of An Extra Supplier? - (0)
- How To Sell To Cold & Reserved Buyers - (0)
- Alignment – Procurement’s Great Balancing Act - (0)
- Globalization Makes Procurement King! - (0)
- Do You Know Why Procurement Really Matters? - (0)
- The New Love Affair Between CEOs and CPOs - (0)
- How To Avoid A Supplier Cull? - (0)
Stages Of The Decision
Strategic Fit
The Buyers Steps
The Buying Revolution
- 15 Megatrends In Buying - (0)
- Taking Hospital Procurement To The Emergency Room - (0)
- Why Decentralized Buying Is Dead! - (0)
- Alignment – Procurement’s Great Balancing Act - (0)
- Globalization Makes Procurement King! - (0)
- The New Love Affair Between CEOs and CPOs - (0)
- It is Time To Re-think Procurement! - (0)
- Procurement’s Best Year Yet - (0)
- The New Universal Super-Buyer - (0)
- Helping The Buyer To Go Faster - (0)
- Welcome To Buyer Heaven - (0)
- Why Saying Buying Has Changed Is An Understatement - (0)
Tidalwave Selling
- Why Decentralized Buying Is Dead! - (0)
- Living In The Shadow Of Procurement - (0)
- What Is The Cost Of An Extra Supplier? - (0)
- Finding Your Hidden Sources Of Value - (1)
- Alignment – Procurement’s Great Balancing Act - (0)
- Globalization Makes Procurement King! - (0)
- Why CPO’s Get Upset Watching The News - (0)
- The New Love Affair Between CEOs and CPOs - (0)
- How Good Procurement Improves The Balance Sheet - (0)
- What Are Your Buyers KPIs? - (0)
- Procurement: The Corporation’s New Bankers! - (0)
- The New Universal Super-Buyer - (0)
Tiles
Tips for Sales Managers
- Selling in the Cloud – Building the Business Case for Your Solution - (0)
- Re-Energizing Your Team Around Sales Performance Measures - (0)
- Calculating How Getting Involved Earlier Could Help You Sell More - (0)
- The Cost Of Bad Sales Leadership - (0)
- When Sales Managers Become Micro-Managers - (0)
- Sales Sabotage: When Politics and Internal Divisions Retard Sales - (0)
- Stress Release for Sales People - (0)
Tips for Sellers
- The Ultimate ‘NO’ and How to Overcome It - (0)
- Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level - (0)
- Want Your Customers To Spend More? Then don’t do this! - (0)
- 53% of IT Sellers Have Their ‘Heads In The Clouds’ - (0)
- Buyers Say: ‘Interactions with Sales People Can Add More Value’ - (0)
- Selling To Teams: Lessons From Sport - (0)
- In Search Of The Number 1 Sales Question - (0)
- Selling Higher: Your Essential ‘C Level’ Glossary - (0)
- Why A Swiss Army Knife Won’t Help You Sell! - (0)
- Measuring Success: In Search Of The Ultimate Sales Metric - (0)
- Strategies For Identifying Hidden Requirements - (0)
- How Well Are You Selling Change? - (0)
Top 10
- Buyers: Don’t be a Skinflint! - (0)
- Selling To The Buyer’s Primary Ratio - (0)
- Auctions: The Rise Of ‘A’ Word In Buying - (0)
- Living In The Shadow Of Procurement - (0)
- Sellers: How To Calculate Your Value? – The Value Equation - (0)
- Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities - (0)
- Is Relationship Selling Under Attack? - (0)
- The Cost-Saver Menu: 11 Ways To Help Your Buyer Save - (0)
- So You Think You Know The Customer’s Buying Process? - (0)
- Do You Know Why Procurement Really Matters? - (0)
- Procurement’s Best Year Yet - (0)
- Can You See Your Deals In 3D? - (0)
Uncategorized
- Re-Energizing Your Team Around Sales Performance Measures - (0)
- In Search Of The Number 1 Sales Question - (0)
- - (0)
- WHY Buying Decisions Are Really Made - (0)
- WHO Makes The Decision - (0)
- Building A Logical Argument For Buying Your Solution - (0)
- 10 Commandments of Corporate Buying – The Implications For Sellers - (0)
- Test Your Knowledge Of The Key Trends In Buying - (0)
- What Does Your Customer’s Industry Reveal About It’s Buying? - (0)
- TidalWave SELLING – Due in Quarter 1, 2013 - (0)
- The Supply Chain Top 25 – Lessons From The Leaders - (0)
- Fortress Buying – Why Won’t Buyers Let You In? - (0)
Using Maths To Sell
- Want Your Customers To Spend More? Then don’t do this! - (0)
- Selling To The Buyer’s Primary Ratio - (0)
- Are You Only The Tip Of The Iceberg? - (0)
- Sellers: How To Calculate Your Value? – The Value Equation - (0)
- Is There Pressure On Your Buyer’s Numbers? - (0)
- Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities - (0)
- Why Only Hard Savings Can Close The Deal - (0)
- How Good Procurement Improves The Balance Sheet - (0)
- Procurement: The Corporation’s New Bankers! - (0)
- Show Me The Money! A Challenge Shared By Buyers & Sellers - (0)
- Buyer OCD: The Obsession With Lowest Price - (0)
- Get Yourself A New Friend – An Accountant! - (0)
Video
- Is There Pressure On Your Buyer’s Numbers? - (0)
- What’s On The Buyer Agenda? Behind The Scenes at Procurecon 2011 - (0)
- Behind The Scenes At Procurex – The Buyer Thinktank - (0)
- Most Sales Proposals Are Blunt Instruments - (0)
- Bringing Buyer Risk Into The Open - (0)
- Buying Process Trumps Sales Process - (0)
Who Makes The Decision
- 15 Megatrends In Buying - (0)
- Selling To Teams: Lessons From Sport - (0)
- Taking Hospital Procurement To The Emergency Room - (0)
- Why Decentralized Buying Is Dead! - (0)
- Why Earlier Is Better: Getting Procurement & Suppliers Involved - (0)
- Living In The Shadow Of Procurement - (0)
- What Is The Cost Of An Extra Supplier? - (0)
- How To Sell To Cold & Reserved Buyers - (0)
- Alignment – Procurement’s Great Balancing Act - (0)
- Globalization Makes Procurement King! - (0)
- Do You Know Why Procurement Really Matters? - (0)
- The New Love Affair Between CEOs and CPOs - (0)
Why Buyers Buy
- The Ultimate ‘NO’ and How to Overcome It - (0)
- Buyers: Don’t be a Skinflint! - (0)
- Selling in the Cloud – Building the Business Case for Your Solution - (0)
- Want Your Customers To Spend More? Then don’t do this! - (0)
- 53% of IT Sellers Have Their ‘Heads In The Clouds’ - (0)
- Selling To Teams: Lessons From Sport - (0)
- Selling Higher: Your Essential ‘C Level’ Glossary - (0)
- Misreading The Buyer’s Motivation - (0)
- Strategies For Identifying Hidden Requirements - (0)
- How Well Are You Selling Change? - (0)
- The Customer’s Hidden Agenda - (0)
- Selling To The Buyer’s Primary Ratio - (0)