Added on August 6, 2010
Ray Collis
business drivers , Closing , decision makers , salespeople , solution selection

10 Questions That Reveal What You Must Do To Win The Sale

The professional salesperson is a student of buying. This is particularly important at a time when buying decisions have become increasingly complex. The success of a deal depends on understanding now only how the buying decision will be made, but also the business decision that so often underlies it. With this in mind we have put […]
Added on April 14, 2010
Ray Collis
budgets , business decision , point of view , senior management team , stakeholders

Today’s Buying Is More Structured Than Ever Before

This entry is part of 7 in the series Buying Process
Most large organizations, and an increasing number of smaller ones, have a defined buying process. These processes are increasingly structured and indeed sophisticated. (a) More Sophisticated Buying Organizations have never been better, or at least more careful at buying. In particular, when it comes to major purchases they are applying greater rigor and sophistication to […]