Turning Your Sales Process Into A Sales Magnet

It is time to expect more from your sales process. It is no longer enough that it delivers consistency and control in respect of sales. Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and […]

Added on December 17, 2013 Ray Collis Buying Process , Buying Steps , Maverick Buyer , Procurement , Purchase Order , Sales Process , Sales Success

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

Successfully Navigating The Procurement (PO) Maze

Closing the sale and getting the Purchase Order no longer go hand in hand. In many buying organizations a new level of bureaucracy and administration has grown around what was once just an administrative formality. Getting the PO is no longer a straight-forward matter – for the unprepared seller can be a costly maze. […]

Added on November 25, 2013 Ray Collis Account Management , Global Key Account Management , KAM , Key Account Management , Procurement Trends , Strategic Supplier

9 Habits of Highly Successful Key Account Managers

We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.

Added on November 24, 2013 Ray Collis Business Buyer , Business Impact , Business Results , C-Level , New Buyer , Sales Vocabulary , sell higher

Selling Higher: Your Essential ‘C Level’ Glossary

The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some new words to the sales vocabulary is required. Are You Speaking The […]

Added on November 21, 2013 Ray Collis Buyer Needs , defining the ideal solution , Sales Proposition , seller credibility , skeptical buyers , swiss army knife

Why A Swiss Army Knife Won’t Help You Sell!

Your believe in your product means that you don’t hold back in making claims about its features and functions. However, there is a point at which that can become counter-productive. In selling to today’s more skeptical buyer it often makes sense to tell what you product won’t do too.

Added on November 15, 2013 Ray Collis Account Development , Buyer Insights , Buyer Research , Competitive Differentiation , Customer Portfolio Analysis , Customer Relationships , KAM , KAM Relationship Matrix , Key Account Management , Preferred Supplier , Price Competition , Standard Supplier , Strategic Supplier , Supplier Relations

KAM Strategy: Analyzing Your Key Account Portfolio

Strategies To Strengthen Your Key Account Relationships

Account managers need to analyze their Key Accounts to assess the strength of the relationship today and its potential for the future.

This is key to identifying how you can strengthen your position to become a preferred, or strategic supplier. In this insight we will show you how.

Added on November 14, 2013 Ray Collis

Added on September 3, 2013 Ray Collis Hospital Sector , Hospital Supply Chain , Hospital Value Chain , Lifesciences , Procurement Best Practice , Procurement Gap

Taking Hospital Procurement To The Emergency Room

Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.

Added on August 8, 2013 Ray Collis Business Case , Buying Decision , Buying Process , Sales Process , Sales Success

Misreading The Buyer’s Motivation

Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case – is all too often overlooked.

Added on August 8, 2013 Ray Collis Buying Process , Buying Process Alignment , Deal Success , Opportunity Management , Sales Experience , Sales Metric , Sales Process Alignment

Measuring Success: In Search Of The Ultimate Sales Metric

In search of the ultimate sales metric to measure the quality of the sales experience for the seller and buying process alignment.

Added on August 8, 2013 Ray Collis Business Case , Buying Process , Buying Psychology , Buying Rationale , Needs Analysis , Requirements Definition , The Hidden Agenda

Strategies For Identifying Hidden Requirements

Strategies you can employ to powerfully connect with the buyer’s hidden agenda. That is the ‘un-written’ buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.