Added on November 9, 2012
Ray Collis
Buyer Requirements , Buying Decision , Buying Logic , Buying Process , Myths of Buying , Sales Performance
There is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and the everyday reality of rushed, or messy decisions. We call it the Procurement Gap. Helping the buyer to […]
Added on November 5, 2012
Ray Collis
Buyer Logic , Buying Decisions , Buying Motivations , Emotion In Selling , Modern Buying
What your buyer is thinking and how he, or she is feeling about the decision are two different things. As salespeople we need to focus on both. The Stereotype Of The Grey Buyer Buyers and in particular procurement professionals are stereotyped as being pale faced – grey suited bureaucrats. They are typically seen as analytical […]
Added on November 3, 2012
Ray Collis
Sales Leadership , Sales Management , Sales Organization , Sales Team
Is There An Enemy Within? You have often heard the saying; ‘a house divided among itself will fall’. The same is true of the sales organization. However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. There are many organizations that are to some extent dysfunctional when it comes […]
Added on November 2, 2012
Ray Collis
Lost Deals , Sales Performance , Sales Success , Stalled Deals , Win-Loss Reviews
Our deal narratives – the stories we tell ourselves and others about stalled deals – have the power to either limit or boost long term sales success. However new research highlights the importance of writing and then editing the narrative of the lost deal. The Narrative Of The Lost Deal How a seller explains a […]
Added on November 1, 2012
Ray Collis
Sales Management , Sales Performance , Stress Release for Sales People , Tips for Sales Managers
A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an investment, first made a statement of the obvious – ‘these are stressful times for anybody in sales’ and then a statement of wisdom ‘you have to have an outlet, or a strategy for dealing with that stress’. Fitness for Success […]
Added on October 17, 2012
Ray Collis
Buying Decisions , Emotion In Selling , Emotional Buyers , Modern Buying , Tailoring The Sales Approach
Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at […]
Added on October 11, 2012
John O' Gorman
Buyer Types , Buying Decisions , Emotion In Selling , Emotional Buyers , Modern Buying , Tailoring The Sales Approach
The Importance Of Knowing The 3 Types Of Buyers & Tailoring Your Sales Approach Accordingly There is an erroneous assumption about how buyers buy that is surprisingly common in selling. It is a major impediment to success for those holding it. Yet they seem blissfully unaware of their error. Here we will test to make sure […]
Added on October 5, 2012
Ray Collis
Buying Decisions , Buying Logic , Selling To The Economic Buyer , Selling To The Utilitarian Buyer , The Cost Benefit Analysis , Understanding Buyers
Although organizations are increasingly structured and sophisticated in their buying, for as long as people are involved in making decisions there will inevitably be an element of human fallibility in terms of how decisions are made. This is the age of the Utilitarian or Economic buyer and the Cost-Benefit Analysis. Where decisions are made by […]
Added on September 18, 2012
Ray Collis
Crowd-Sourcing Sales , Open-Source Selling , Sales Activity , Sales Campaigns , Sales Management , Sales Performance
In these challenging times traditional job descriptions and role demarcations are redundant. No more is this evident than in respect to the need for ‘all hands on deck’ in terms of sales & business development. We call this trend the ‘Open-sourcing of sales’. Sales Requires New Collaboration Organizations can no longer afford to leave selling […]
Added on September 13, 2012
Ray Collis
Buyer IQ , Buying Decision , Sales Approach , Sales Forecasting , Sales Opportunity Management , Sales Performance , Sales Pre-qualification
The buyer’s knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or pitch. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance. Measuring Your Buyer’s Buying IQ The seller should start from the assumption that the buyer has […]
Added on September 8, 2012
John O' Gorman
Competitive Tender , Demand Generation , Expert Salesperson , Long Sales Cycles , The Bid Decision
Three salespeople and one procurement professional were deep in debate. The topic was the rise of the competitive tender and the delay in calling sellers to the table. “The problem is we are being called to the table later” said one exasperated sales manager. Continuing the table analogy he added “they don’t call us in until long […]
Added on September 5, 2012
John O' Gorman
Deal Closing , Sales Management , Sales Process , Sales Skills , Stalled Deals
How do you cope when faced with complexity and constant change in respect of winning the deal? Well, a new book has been published that recommends you do what the world’s best leaders and teams do – adapt and improvise! Why Buying Can Be Messy We all know that buying can be messy. Buyers don’t always […]