Your Sales Team Should Resemble The United Nations

Posted by Ray Collis Buying Team, Featured, Who Makes The Decision Saturday, January 29th, 2011

“It was like The United Nations”, observed the sales director in describing the makeup of the sales team that had just arrived from his company’s consortium partner. Planning for preparing the multimillion-dollar bid was in full swing now that the team from the lead contractor in the consortium (a Fortune 1000 company) had arrived in its subsidiary partner’s boardroom…

How To Make Your ROI More Buyer-Friendly

Posted by Ray Collis Business Case, Business Case Buying, Business Case Selling Friday, January 28th, 2011

As with building skyscrapers, the temptation for sellers in building a business case is to add another floor of benefits in a bid to achieve the highest possible ROI for the buyer. However, it is important to remember that the higher the ROI, the greater the danger of the buyer simply toppling your figures. With this in mind, you need to help the buyer create a more credible business case on three levels…

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