Business Case

 Ray Collis

Want Your Customers To Spend More? Then don’t do this!

Want Your Customers To Spend More?  Then don’t do this!

The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.

 Ray Collis

53% of IT Sellers Have Their ‘Heads In The Clouds’

53% of IT Sellers Have Their ‘Heads In The Clouds’

When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many don’t even realize that these things are needed. For ever […]

 Ray Collis

Selling Higher: Your Essential ‘C Level’ Glossary

Selling Higher: Your Essential ‘C Level’ Glossary

The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer.  That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past.  Adding some new words to the sales vocabulary is required.   Are You Speaking The […]

 John O' Gorman

Selling To The Buyer’s Primary Ratio

Selling To The Buyer’s Primary Ratio

Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we will examine how talking ROCE with the buyer can boost your sales success. Return On Capital Employed The primary ratio is ROCE or Return On […]

 Ray Collis

Are You Only The Tip Of The Iceberg?

Are You Only The Tip Of The Iceberg?

When it comes to the customer’s costs, your price may only be the tip of the iceberg. That is important if you are selling a quality solution and want to avoid being hammered on price. By making your customer aware of The Iceberg Principle you can move the conversation off price and onto value.

 John O' Gorman

Sellers: How To Calculate Your Value? – The Value Equation

Sellers: How To Calculate Your Value? – The Value Equation

Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But […]

 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

Why Only Hard Savings Can Close The Deal

Why Only Hard Savings Can Close The Deal

Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction.  However, increasingly only hard savings have the power to close the sale.     We all know that buyers are increasingly numbers obsessed. The question is what format must those numbers be in […]

 John O' Gorman

The Beermat Business Case

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 […]

 Ray Collis

Procurement: The Corporation’s New Bankers!

Procurement: The Corporation’s New Bankers!

The credit crunch forced organizations to look for new ways to access funding their growth and survival.  Then enter procurement – the organisation’s new banker! Most people are worse off since the global credit crisis. There is one notable exception however. That is procurement!  Procurement has become the new organisational banker. Its role has expanded […]

 John O' Gorman

Show Me The Money! A Challenge Shared By Buyers & Sellers

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 […]

 Ray Collis

Buyer OCD: The Obsession With Lowest Price

Buyer OCD: The Obsession With Lowest Price

More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. […]

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