If predictions are right then it won’t be long before consumers start buying like corporations and B2C marketers get a fright. The further advance of new technologies such as social media are likely to result in a B2C markets going the way of B2B markets with a dramatic shift in power from seller to [...]
There are many things about modern buying that frustrate, even annoy, salespeople. But top of the list is buying rules and procedures. But this frustration is futile, even counter-productive. As this article shows sellers should stop resisting the inevitable and learn to play by the rules. Complaining About The Rules? Sellers regularly complain [...]
As you may know The ASG Group’s Ray Collis and John O Gorman have a new book due out before the end of the year. It is called: TIDALWAVE SELLING – The 12 Megatrends In Buying That Shape Your Sales Success. Today we received a draft of the cover artwork (shown above) and we’d like [...]
Salespeople who understand the buyer more, sell more. That is clear to see from our benchmarking data, as well as our direct experience. But an intellectual understanding of the buying decision is no longer enough. Salespeople who translate buyer understanding into buyer empathy enjoy the greatest sales success. Buyers: To Know ‘Em Is [...]
No salesperson ever sets out to give a buyer the hump, but that is what appears to be happening with increasingly regularity. Sellers are making obvious mistakes that can result in immediate disqualification. Hot-Headed Sellers Are Shown The Red Card An increasing numbers of sellers are unwittingly rubbing buyers up the wrong way. They [...]
Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. Buyers Become Benefits-Obsessed It makes no sense for organizations to spend many months in planning the right strategies, [...]
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defenses that are designed to keep sellers at bay. In this article, we examine how you can encourage buyers to lower their defenses…
With more sellers chasing fewer customers these days, do buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However, it’s also apparent that some sellers are leaving themselves vulnerable to manipulation from increasingly aggressive buyers. In this article we look at what this means, as well as offering some advice [...]
In the wake of the publication of its Green Paper on the future of Public Procurement the EU Commission has received a flood of calls for the simplification of public buying. Here is a summary of the most requested changes. 1. There is widespread support for greater flexibility and simplification of EU procurement rules. [...]
What are the implications of proposed changes to EU procurement policy for your sales success? In this the first of two articles we will look at those proposals that could help you sell more to the public sector. Early in 2011 the EU Commission published a green paper on the modernisation of EU public procurement [...]
What are the implications of proposed changes to EU procurement policy for your sales success? In the first article we looked at proposals that could help you sell more, in this article we will look at those proposals that could hinder you selling more to the public sector. When it comes to the proposals [...]
A detailed review of Public Procurement across the EU has determined that the often criticised rules on procurement are actually good for you. According to a new report that is true regardless of whether you are a seller, or a buyer! The headline message is that EU public procurement generates annual savings of approx. 5% [...]
Organizations are increasingly structuring their procurement in terms of key categories. This new state of play presents a range of opportunities, as well as challenges, for the seller. Above all else, it means the salesperson must work to make the category manager his or her friend. The following article shows how this can be achieved…
Buyers these days are increasingly well-prepared for their interactions with sellers. Indeed, some are even going so far as enrolling in courses specifically aimed at learning how to deal with salespeople! This is yet another reason why sellers must beware of reusing the same old clumsy sales techniques that buyers can quickly see through…
There is a wealth of buying knowledge in most sales organisations, indeed in most salespeople. The only problem is that it is not being leveraged to boost sales success.
The ‘cold war’ may now be over, but relations between procurement and finance within many organizations remain frosty. This can have many undesirable consequences for sellers, who may often find themselves unwittingly caught up in a power-struggle between the two functions. This article provides tips for sellers on how to avoid getting squeezed in the middle…
Just what is it that the people responsible for buying in some of the world’s largest organisations talking about at this time and what are the implications for salespeople and sales skills? To find out Ray Collis, author of The B2B Sales Revolution, goes behind the scenes at an exclusive gathering of buyers – Procurecon 2011 in London.
Sellers expect to have to slug it out with other suppliers, but they may find that they ‘lick the competition’ only to then be beaten-up by the buyer. We asked sellers about their most bruising buyer encounters and the lessons they had to offer…
The buying revolution requires a more advanced, mature and sophisticated relationship than before between buyer and seller. It requires a partnership of equals, built around a steady progression from dependence to independence, and onwards towards interdependence…
Recent remarks made by The UK Prime Minister show that the debate around public procurement has become something of a political hot potato…
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