It’s Time To Explore Some Myths About Buying
In the face of the new reality of how buying decisions are made, it is now time to explode some of the myths that make old selling and new buying so difficult to reconcile. That is a total of 11 erroneous assumptions. These myths form part of the popular folklore of selling. They are the equivalent […]
EU Buyers Get A Lowly Pass Grade
The EU Commission spends approximately €120 billion annually. Yet, its auditors report ‘material errors’ in respect of categories amounting to 53% of that expenditure.
The Rise of The RFX – Unforseen Consequences for Buyers and Sellers
RFX Mania Takes Hold As concern about the spread of Swine Flue mounts, buyers and sellers are being afflicted by their very own pandemic – that of the RFP (Request for Proposal). How serious is the pandemic? Well, it is demonstrated by the fact that 63 companies recently responded to two public sector tenders valued […]
Newsflash- Buyers Don’t Want to be Treated Like Leads
Newsflash- Buyers don’t want to be treated as a lead, a prospect, or a sales opportunity. Here is what they are increasingly telling salespeople: – Don’t treat me like a lead… – Don’t prequalify me… – Don’t give me your sales pitch… – Don’t force your sales process on me… In short, buyers are increasingly […]
Is this the Golden Age of Buying? – Implications for sales professionals
Professional buying has come of age, reaching new heights in terms of importance and sophistication. But what are the implications for sales people? In this article we turn to the UK Chartered Institute of Purchasing and Supply and the US Institute of Supply Management to provide a new insight to the changing roles and perspectives […]
Weary Buyers Warn Sellers: The Game is Up!
Salespeople and their Wily Ways! Buyer beware was the dominant concept for decades. No longer, the balance of power has shifted, with the seller ceding control to a more sophisticated and cynical breed of buyer. To demonstrate this point we have taken two recent books for buyers – The Vendor Management Office and The Contract Negotiation Handbook by Stephen Guth […]
Selling To Buyers Who Have Been Burned!
Selling Technology to Increasingly Cautious Buyers If analysts are to be believed, then as many as 2 out of 3 IT projects go south (Standish Group 2003). That is they go over budget, fall behind schedule or gets scrapped. So, according to the statistics, then as many as 2 out of 3 buyers will have have […]
Holding A Mirror Up To The Buyer
A salesperson’s needs to hold a mirror up to the buyer in order to fully understand his, or her needs. The objective is a two-fold one: 1. To understand what buyers sees as their needs so that they can be resolved by the seller’s solution 2. To shape that view by raising buyer awareness through […]
10 Questions That Reveal What You Must Do To Win The Sale
The professional salesperson is a student of buying. This is particularly important at a time when buying decisions have become increasingly complex. The success of a deal depends on understanding now only how the buying decision will be made, but also the business decision that so often underlies it. With this in mind we have put […]
Ready-To-WIMP-Out?
If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
