Sellers: Beware The Maverick Buyer!
Maverick buying has been all but outlawed in most organizations, even for relatively small or routine purchases. Managers today know that, if they want to spend their company’s money, they are going to have to play by the rules…
Your Sales Team Should Resemble The United Nations
“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…
Better Buying Goes Straight To The Bottom Line.
In these low growth times organizations are realizing that cutting costs is an easier than growing revenues.
RFX: Are you sure you don’t have anything else to add?
If there are key points of information that have not been elicited by the main content of the RFX, then the ‘Any Other Information’ panel should indeed be used in order to provide it.
Can Sellers Really Help Buyers To Buy?
Can Sellers Really Help Buyers To Buy? Well, if you listen to buyers the answer is a disappointing ‘no’.
Beware: CC Lists are Getting Longer
All it takes is for one of the many CC’d recipients to raise a question, or a query to impact on the pace of the sale.
There May Be Flexibility In Even The Most Rigid Buying Process
As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible.
Oh, that buying was so simple!!
The 5 steps model of buying is a one dimensional picture of buying can catch the salesperson off his, or her guard.
Good Guys Don’t Finish Last!
Many salespeople believe that ‘good guys finish last’, however those that really matter – that is buyers – don’t agree. The stereotypical salesperson is a super confident, fast talking, go getter who just won’t take ‘no’ for an answer. He, or she is a Type A personality, who is prepared to do what ever and […]
Are Buyers Really Obsessed With Price?
As a salesperson it is easy to assume that buyers are obsessed with price, or more to the point getting the lowest price. But is that really true? Is it perhaps too easy to blame our sales failures on an unreasonable buyer obsession with price? Well, let’s ask buyers and in particular public sectors buyers. […]
How To Turn Buyer ON!
The inside track as to what pricks their interest. Specifically we asked them what turns buyers ON, or to that matter what turns them OFF!
Pipeline Opportunities: Can You Spot The Warning Signals?
Based on a review of hundreds of pipeline opportunities we have spotted some common early warning signals that an opportunity may be at risk. Use the list to review your top three sales opportunities. Tick the items that are relevant to the opportunity you are considering. 1. Don’t have access to all the stakeholders. [ […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
