How Well Are You Selling Change?
Your customer’s fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.
WHY Buying Decisions Are Really Made
Using what we now know about WHY buying decisions are made to boost your sales success.
Implications For Your Sales Proposition
Implications For Your Sales Proposition" title="Implications For Your Sales Proposition" />The latest research into WHY buying decisions are made provides sellers with a valuable insight into the new nature of sales persuasion and influence. What we know about WHY buyers buy has changed expanded greatly in recent years. That includes the logic and analysis (what we call buying rationale) as well as the impulse […]
Building The Business CaseImplications For Your Sales Proposition
Implications For Your Sales Proposition" title="Implications For Your Sales Proposition" />
Stay Ahead Of The Trends
Stay Ahead Of The Trends" title="Stay Ahead Of The Trends" />How organizations buy is changing – we all know that. There is not just one change, but many happening all at once. Indeed, it is a perfect storm and the implications for sellers are profound. In this section we will examine the key procurement related changes that will rock your world and help you predict […]
Selling Higher & Wider
Selling Higher & Wider" title="Selling Higher & Wider" />Are you selling to all the right people? It is all to easy to be caught out by changes in respect of WHO now makes the buying decision. In most organizations managers have had their autonomy to buy restricted. Falling budgets and thresholds mean that many spend decisions are being must be sanctioned by others. […]
Selling To Procurement
Selling To Procurement" title="Selling To Procurement" />In the past sellers exercised considerable creativity in avoiding procurement – seeing them as an unnecessary impediment to the sale. That strategy won’t work any more – the era of avoiding procurement is over! Some of the most exciting trends in any area of business are happing right now in procurement and broader […]
Advanced Sales StrategiesCoping With Buying Process & Procedures
Coping With Buying Process & Procedures" title="Coping With Buying Process & Procedures" />HOW buying decisions are made has changed dramatically. Successfully adapting the sales approach to the new realities of buying process and procedures is essential to winning the sale. If you understand the buyer’s process then you can predict what the buyer is going to do next. More important still you are in a position to […]
Sellers: Are You A Control Freak, or A Puppet On A String?
Balancing Leadership With Control In The Sales Cycle
There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable?
WHO Makes The Decision
Are you selling to all the right people? It is all to easy to be caught out by changes in respect of WHO now makes the buying decision. In most organizations managers have had their autonomy to buy restricted. Falling budgets and thresholds mean that many spend decisions are being must be sanctioned by others. […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
