50% Of Sales Forecasts Are Undermined By Missing Information
Sellers are not getting all the information that they need. They are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld. In this insight we will examine the types of information sellers are being denied and how it can be accessed.
Building A Logical Argument For Buying Your Solution
How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and…
New Perspectives On Sales Success – Research From RAIN Group
Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and…
Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customers strategy, increasing budgetary pressures or the…
How To Sell To Cold & Reserved Buyers
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship…
How High Can You Climb To Communicate Your Value?
You want to be thought of by your organization and more specifically the purchase of your solution to…
The Cost-Saver Menu: 11 Ways To Help Your Buyer Save
Imagine if you could give the buyer a menu of ways to save money, other than cutting your…
Staple Yourself To Their Order
Are there opportunities to optimize how your customers interact with your solution from the moment of purchase to…
Taking Key Account Reviews Out Of The Dark Ages!
Account management has changed in a way that fundamentally challenges us as sellers. However our account management…
10 Commandments of Corporate Buying – The Implications For Sellers
What are the core beliefs or principles of modern procurement? Whether you are a manager running a department…
Are You Using The IKEA Effect To Help Them Buy?
The IKEA Effect provides a clear warning to sellers – ensure the buyer is involved in the process…
Why BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped.…
The Beermat Business Case
Being able to build the business case for your solution is an important sales skill. However the traditional…
The Ultimate Challenger Sale
In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson…
Why Decentralized Buying Is Dead!
Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to…
How To Avoid A Supplier Cull?
The culling of suppliers continues unabated. Indeed, those organisations that have not consolidated both suppliers and SKU’s are…
How Good Procurement Improves The Balance Sheet
Procurement wins friends because it can deliver additional profit to the bottom line, but that is not enough.…
Why Earlier Is Better: Getting Procurement & Suppliers Involved
In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase…
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence…
Show Me The Money! A Challenge Shared By Buyers & Sellers
Numbers are increasingly a part of today’s complex sale. Yet they can be troublesome, for buyers, as well…