To Sell More – Empathize More!
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 To Love […]
Contract Compliance – Implications For Sellers
Buyers are getting better at managing their contracts with suppliers. In this article we will example the implications for sellers of the new focus on contract management. We are all aware of the increased attention paid by buyers to the issue of benefits realisation and the drive to ensure that the promised savings […]
Sellers: How To Avoid Getting Shown The Red Card
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 […]
Fortress Buying – Why Won’t Buyers Let You In?
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…
10 Ways To Make Public Procurement Easier
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. […]
5 Proposals That Could Help You Win More EU Public Contracts
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 […]
5 Proposals That Could Stop You Winning More Public Contracts
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 […]
How To Make The Category Manager Your Friend
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…
Sellers: Listen To Your Inner Buyer!
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.
What’s On The Buyer Agenda? Behind The Scenes at Procurecon 2011
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.
Prime Minister Lashes Out At ‘Procure-au-crats’
Recent remarks made by The UK Prime Minister show that the debate around public procurement has become something of a political hot potato…
Behind The Scenes At Procurex – The Buyer Thinktank
Buyers gather at Procurex in Birmingham’s NEC – on the agenda is how to buy better. Ray Collis, Author of the B2B Sales Revolution visits the event for Seller Insights to find out the implications for salespeople – sales strategy and sales skills.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
