The Beermat Business Case
Being able to build the business case for your solution is an important sales skill. However the traditional approach to developing the business case fails more often than it succeeds. To address this problem sellers need to start the business case conversation much earlier. They need to adopt ‘beermat’ business case principles because they can’t […]
The Ultimate Challenger Sale
In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned.
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 clearly out of line with best practice. So, as a seller are you at risk and, if so, how can you avoid a supplier cull? Creeping Supplier Proliferation It is a truism that the list of suppliers […]
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. To satisfy investors procurement goes one step further. This is important for sellers to understand, it can help transform a sales proposal into a compelling business proposal. Why Investors Love Procurement To understand the full impact of […]
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 as sellers. The Problem With Your Numbers Do you ever find yourself getting confused by the numbers in a sales pitch, or ROI calculator? Well, it happens more often than you might think. Every day buyers and […]
Capturing Your Buyer’s Imagination
A sales person can provide the buyer with all the information in the world, but if the buyer can’t imagine the seller’s solution in their business there will be no sale. Capturing the buyer’s imagination is an important part of winning the sale. We traditionally associate imagination with poets, writers and artists, yet it plays […]
The Most Dangerous False Assumption In Selling!
The Importance Of Knowing The 3 Types Of Buyers & Tailoring Your Sales Approach Accordingly There is an erroneous assumption about how buyers buy that is surprisingly common in selling. It is a major impediment to success for those holding it. Yet they seem blissfully unaware of their error. Here we will test to make sure […]
Q: What’s for desert? A: The salesperson!
Three salespeople and one procurement professional were deep in debate. The topic was the rise of the competitive tender and the delay in calling sellers to the table. “The problem is we are being called to the table later” said one exasperated sales manager. Continuing the table analogy he added “they don’t call us in until long […]
Sellers: Say ‘Yes To The Mess’
How do you cope when faced with complexity and constant change in respect of winning the deal? Well, a new book has been published that recommends you do what the world’s best leaders and teams do – adapt and improvise! Why Buying Can Be Messy We all know that buying can be messy. Buyers don’t always […]
It’s Official: Procrastination Is Good For Buying!
Sellers battle procrastinating buyers every day in the hope of meeting this quarter’s target. But as a new book reveals there is a good reason for buyers to want to delay a decision. It is a classic case of buyer as a tortoise and seller as a hare. Selling To The Procrastinating Buyer Understandably sellers […]
Solution Selling – Dead Or Alive?
Buyers still need solutions right? Well, of course they do. Indeed, they want better solutions than ever before and they want a better price too! The only problem is that they don’t necessarily need or want the sales and marketing that goes with them. This paradox is at the centre of a new controversy in […]
Welcome To The Sales Olympics
The London Olympics have arrived. There is certain to be lots of blood, sweat and some gold too. But, with markets remaining sluggish, for many sellers re-igniting sales is proving to be a challenge of Olympic proportions. As new world records are set in London, we have turned to past and present champions for inspiration […]
Peter Viljoen: 
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