Buyers: Don’t be a Skinflint!
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term savings that cost dear in long term. An Old Term Gets New Meaning The term ‘skinflint’ has gained new meaning in recent times. Traditionally it […]
Selling To Teams: Lessons From Sport
Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures. Some organizations are a dream to sell to, while others are a nightmare. The individuals involved may be nice to deal with, organized and professional. However when it comes to […]
Re-Energizing Your Team Around Sales Performance Measures
A powerful technique you can employ in your next sales team meeting. Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting. It will enable you to get a consensus […]
In Search Of The Number 1 Sales Question
The search for the most powerful sales question is ongoing. The objective, to find the one key question that will help the sales person to win the complex B2B sale. There are as many sales questions as there are sales techniques. But not all questions have the same power in terms of engaging the customer, […]
How Healthy Is Your Sales Organization?
Sales managers often think about the effectiveness of the sales team, sales strategy or sales process. However, there is one vital ingredient of sales success that is generally overlooked. That is the health of the sales organization. Organizational Health – The New Sales KPI A sales team’s strategy, process or skill-set may not be enough […]
Turning Your Sales Process Into A Sales Magnet
It is time to expect more from your sales process. It is no longer enough that it delivers consistency and control in respect of sales. Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and […]
7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order
Successfully Navigating The Procurement (PO) Maze
Closing the sale and getting the Purchase Order no longer go hand in hand. In many buying organizations a new level of bureaucracy and administration has grown around what was once just an administrative formality. Getting the PO is no longer a straight-forward matter – for the unprepared seller can be a costly maze. […]
9 Habits of Highly Successful Key Account Managers
We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.
Justify With Numbers – Compel With Emotions
Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at […]
Bounded Rationality: Balancing Logic And Emotion In The Sale
Although organizations are increasingly structured and sophisticated in their buying, for as long as people are involved in making decisions there will inevitably be an element of human fallibility in terms of how decisions are made. This is the age of the Utilitarian or Economic buyer and the Cost-Benefit Analysis. Where decisions are made by […]
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. […]
Sales Limbo: Are You Still Waiting For The P.O.?
Sellers are rightly reluctant to celebrate the winning of a deal until all the paperwork has been received, but it can be very slow in coming. Indeed, waiting for the P.O. is the equivalent of Sales Limbo. There was a time when the signing of the deal was the culmination of all the seller’s […]
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