What Is The Cost Of An Extra Supplier?
The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you.
What Can Scientists Tell Us About How Decisions Are Really Made?
Today we have a better understanding of how people make decisions. That is thanks to a emerging science of human decision making. Influence and persuasion once an art is now a science.
Is There Pressure On Your Buyer’s Numbers?
‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an important question for you to ask.
Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities
Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering fully on promised savings a challenge. That presents the seller with a number of opportunities.
Selling To Busy Buyers: What’s Your Decision Simplification Strategy?
Research into the science of decision making tells us that customers often simplify the basis on which buying decision are made. It is important for the seller to understand the buyer’s decision simplification strategy and to tailor their proposition accordingly.
Taking Collaboration With Your Customers To A New Level
There is a new measure of buyer – seller collaboration. It is called Sales & Operations Planning (S&OP). Those sellers who can integrate effectively with their customer’s sales and operations planning can become more strategically important as suppliers.
Sellers Look Out: It’s Open Season On Sacred Cows!
In the relentless march of procurement, it is open season on so called ‘sacred cows’. So, if your relationship with a key account depends on tradition, a personal relationship, or the old fashioned approach to buying, watch out! It is time to ensure the indisputable commercial logic is in place!
The Perfect Storm: 8 Trends That Will Rock Your World
How organizations buy is changing – we all know that. But as a seller how to know exactly what is on the horizon in your key customer, or prospects? In this insight we will examine the key procurement related changes that will rock your world and help you predict when they will happen.
So You Think You Know The Customer’s Buying Process?
Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer’s broader business and procurement goals.
Finding Your Hidden Sources Of Value
There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.
Analyze This! The Role Of Analysts In Making The Shortlist
With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers. But what impact will that have on the number of enquiries to your business? In this insight we discuss some of the requirements of working with analysts.
Time For A New Perspective On Key Account Management (KAM)
Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this insight we will challenge you adopt the buyer-perspective on the relationship. That includes the tools and concepts used by buyers to managing suppliers.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
