Ray Collis

What Is The Cost Of An Extra Supplier?

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.

 Ray Collis

What Can Scientists Tell Us About How Decisions Are Really Made?

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.

 Ray Collis

Is There Pressure On Your Buyer’s Numbers?

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.

 Ray Collis

Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities

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.

 Ray Collis

Selling To Busy Buyers: What’s Your Decision Simplification Strategy?

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.

 Ray Collis

Taking Collaboration With Your Customers To A New Level

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.

 Ray Collis

The Perfect Storm: 8 Trends That Will Rock Your World

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.

 Ray Collis

So You Think You Know The Customer’s Buying Process?

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.

 Ray Collis

Finding Your Hidden Sources Of Value

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.

 Ray Collis

Analyze This! The Role Of Analysts In Making The Shortlist

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.

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