Buyers Ask: Will You Help Me Get Promoted?
Buyers want to know is ‘will your products and services get me promoted, or demoted?’
Buyers Warn: If You Don’t Filter Your List, We’ll Filter Your Marketing!
The reality is that the more sellers fail to filter their marketing, the more buyers will filter it for them
Welcome To Buyer Heaven
‘Buyers are in heaven right now’ proclaimed the country sales manager for one of the top 5 global IT vendors recently. But if buyers are in heaven, what does that mean for sellers?
Resolutions of a Buyer Turned Seller
I had an interesting conversation last week with a professional buyer who joined a sales team selling into the transportation sector just before the markets went pop. Inevitably our conversation turned to 2010 and his very interesting resolution. Q: How has your organisation coped with the last 12 months? A: “We are alive and kicking and […]
Corrupt Sellers Face Jail
The first British executive has been jailed by a UK court for corrupting foreign officials, reported the Guardian Newspaper on 14th April 2010. It sends a warning to sellers everywhere that shady deals are no longer permitted. Receiving leniency for cooperating with the Serious Fraud Squad investigation, the senior marketing executive with a medical device […]
Buyer-Seller Relationships: We Ask Dr. Phil for Advice
The straight talking TV psychologist Dr Phil Mc Graw would probably have a lot of say about the typical buyer-seller relationship. He might even go as far as calling some of them dysfunctional. After all, many buyer seller interactions are missing the following key ingredients: · Open communication · High levels of trust · High […]
How to Maximise the Success of Your Sales Calls
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from […]
SELLING IS DEAD: Moving Beyond Traditional Roles and Practices to Revitalise Growth
The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it. This is the message of ‘Selling is Dead’ by Marc T Miller and Jason Sinkovitz. From time to […]
All Marketing Is SPAM!
Have you checked your spam folder recently? No doubt it is full to the brim of Viagra ads, weight loss methods, casinos and such utterly worthless messages. However, today’s definition of SPAM goes far beyond that of traditional junk mail to encompass most of today’s marketing. That is to say most marketing is viewed by […]
Move over Facebook and Twitter, PEEPOL is Coming!
The world of public procurement is about to be rocked by a little publicized initiative that threatens to be bigger than Facebook or Twitter. It could change the future of buying full stop!
Win, Lose, or worse of all Stalled!
There was a time when the worst that could happen to a salesperson was that he, or she would lose the sale. But, even more dreaded are those sales cycles that are stalled. A stage cycle gets to the stage where a salespeople needs closure. That is a definitive yes, or no, that would enable […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
