The New Buyer Obsession: Benefits Realization
Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. Buyers Become Benefits-Obsessed It makes no sense for organizations to spend many months in planning the right […]
Do You Know The Buyer’s ‘Should-Cost’ Estimate?
What the buyer expects your solution to cost has a major bearing on getting the sale. Yet most salespeople try to sell without actually knowing what the buyer’s ‘should-cost’ estimate is. That does not make sense. The reality is that most buyers don’t set about buying something without having an idea (however vague) […]
How To Make The Cost Cutting Buyer Your Ally
Today’s buyers are hell-bent on cutting cost. However for sellers that need not be all bad news. Indeed, the latest wave of buyer cost cutting, with its broader and more sustainable focus, has the potential to take buyer-seller relationships to a new level. It means that cost reduction is something that can now unite, rather […]
The Supply Chain Top 25 – Lessons From The Leaders
For suppliers what makes for great supply chain management is certain to be of interest. That means a recent Gartner report on the Top 25 Supply Chain leaders makes interesting reading. Who are today’s leaders in terms of both buying and supplying? The answer is to be found from Gartner recently published Supply Chain […]
Are You ‘Easy Prey’ For Aggressive Buyers?
With more sellers chasing fewer customers, do buyers now have the upper hand? Well, according to buyers, the answers is ‘yes’. But, it’s also apparent that some sellers are leaving themselves vulnerable to manipulation from increasingly aggressive buyers. This article shows how to avoid becoming an ‘easy prey’. A Shift in The Balance of Power […]
Public Procurement Is Good For You!
A detailed review of Public Procurement across the EU has determined that the often criticised rules on procurement are actually good for you. According to a new report that is true regardless of whether you are a seller, or a buyer! The headline message is that EU public procurement generates annual savings of approx. 5% […]
Sellers Beware: Buyers Know What You Are Thinking!
Buyers these days are increasingly well-prepared for their interactions with sellers. Indeed, some are even going so far as enrolling in courses specifically aimed at learning how to deal with salespeople! This is yet another reason why sellers must beware of reusing the same old clumsy sales techniques that buyers can quickly see through…
Don’t Get Squeezed Between Procurement & Finance
The ‘cold war’ may now be over, but relations between procurement and finance within many organizations remain frosty. This can have many undesirable consequences for sellers, who may often find themselves unwittingly caught up in a power-struggle between the two functions. This article provides tips for sellers on how to avoid getting squeezed in the middle…
How To Avoid Getting Beaten-Up By Buyers
Sellers expect to have to slug it out with other suppliers, but they may find that they ‘lick the competition’ only to then be beaten-up by the buyer. We asked sellers about their most bruising buyer encounters and the lessons they had to offer…
Buying Nirvana: Why Can’t Buyers & Sellers Work In Harmony?
The buying revolution requires a more advanced, mature and sophisticated relationship than before between buyer and seller. It requires a partnership of equals, built around a steady progression from dependence to independence, and onwards towards interdependence…
Tips On Selling To The Bureaucratic Buyer
If buying is becoming more bureaucratic, then what are the implications of this for sellers? We asked sellers to share their tips on how to sell more successfully to bureaucratic buyers…
How To Make Your ROI More Buyer-Friendly
As with building skyscrapers, the temptation for sellers in building a business case is to add another floor of benefits in a bid to achieve the highest possible ROI for the buyer. However, it is important to remember that the higher the ROI, the greater the danger of the buyer simply toppling your figures. With this in mind, you need to help the buyer create a more credible business case on three levels…
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