http://buyer.sellerinsights.com Buyer Insights For Sellers From John O Gorman and Ray Collis of The ASG Group Thu, 23 May 2013 10:07:37 +0000 en hourly 1 http://wordpress.org/?v=3.3.2 http://buyer.sellerinsights.com/2013/05/01/selling-to-busy-buyers-whats-your-decision-simplification-strategy/ http://buyer.sellerinsights.com/2013/05/01/selling-to-busy-buyers-whats-your-decision-simplification-strategy/#comments Wed, 01 May 2013 13:54:18 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7655 Research into the science of decision making tells us that customers often simplify the basis on which buying decision are made. It is important for the seller to understand the buyer's decision simplification strategy and to tailor their proposition accordingly.]]> http://buyer.sellerinsights.com/2013/05/01/selling-to-busy-buyers-whats-your-decision-simplification-strategy/feed/ 0 http://buyer.sellerinsights.com/2013/04/29/is-relationship-selling-under-attack/ http://buyer.sellerinsights.com/2013/04/29/is-relationship-selling-under-attack/#comments Mon, 29 Apr 2013 10:57:11 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7578 Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customers strategy, increasing budgetary pressures or the involvement of procurement? In this insight we examine the challenges to relationship selling and how they can be met.]]> http://buyer.sellerinsights.com/2013/04/29/is-relationship-selling-under-attack/feed/ 0 http://buyer.sellerinsights.com/2013/04/22/taking-collaboration-with-your-customers-to-a-new-level/ http://buyer.sellerinsights.com/2013/04/22/taking-collaboration-with-your-customers-to-a-new-level/#comments Mon, 22 Apr 2013 16:25:54 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7534 There is a new measure of buyer – seller collaboration. It is called Sales & Operations Planning (S&OP). Those sellers who can integrate effectively with their customer's sales and operations planning can become more strategically important as suppliers.]]> http://buyer.sellerinsights.com/2013/04/22/taking-collaboration-with-your-customers-to-a-new-level/feed/ 0 http://buyer.sellerinsights.com/2013/04/19/how-high-can-you-climb-to-communicate-your-value/ http://buyer.sellerinsights.com/2013/04/19/how-high-can-you-climb-to-communicate-your-value/#comments Fri, 19 Apr 2013 16:22:38 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7509 You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. You want it to matter - you want it to be seen as 'strategic'. But when it comes to buying decisions, what is strategy and how can you connect with it?]]> http://buyer.sellerinsights.com/2013/04/19/how-high-can-you-climb-to-communicate-your-value/feed/ 0 http://buyer.sellerinsights.com/2013/04/18/sellers-look-out-its-open-season-on-sacred-cows/ http://buyer.sellerinsights.com/2013/04/18/sellers-look-out-its-open-season-on-sacred-cows/#comments Thu, 18 Apr 2013 09:07:04 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7475 In the relentless march of procurement, it is open season on so called 'sacred cows'. So, if your relationship with a key account depends on tradition, a personal relationship, or the old fashioned approach to buying, watch out! It is time to ensure the indisputable commercial logic is in place!]]> http://buyer.sellerinsights.com/2013/04/18/sellers-look-out-its-open-season-on-sacred-cows/feed/ 0 http://buyer.sellerinsights.com/2013/04/05/8-trends-that-will-rock-your-world/ http://buyer.sellerinsights.com/2013/04/05/8-trends-that-will-rock-your-world/#comments Fri, 05 Apr 2013 12:51:03 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7446 How organizations buy is changing - we all know that. But as a seller how to know exactly what is on the horizon in your key customer, or prospects? In this insight we will examine the key procurement related changes that will rock your world and help you predict when they will happen.]]> http://buyer.sellerinsights.com/2013/04/05/8-trends-that-will-rock-your-world/feed/ 0 http://buyer.sellerinsights.com/2013/04/02/staple-yourself-to-their-order/ http://buyer.sellerinsights.com/2013/04/02/staple-yourself-to-their-order/#comments Tue, 02 Apr 2013 10:33:17 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7353 Are there opportunities to optimize how your customers interact with your solution from the moment of purchase to the point of payment? To find out 'staple yourself to the order'.]]> http://buyer.sellerinsights.com/2013/04/02/staple-yourself-to-their-order/feed/ 0 http://buyer.sellerinsights.com/2013/03/26/so-you-think-you-know-the-customers-buying-process/ http://buyer.sellerinsights.com/2013/03/26/so-you-think-you-know-the-customers-buying-process/#comments Tue, 26 Mar 2013 17:32:44 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7339 Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals. ]]> http://buyer.sellerinsights.com/2013/03/26/so-you-think-you-know-the-customers-buying-process/feed/ 0 http://buyer.sellerinsights.com/2013/03/19/finding-your-hidden-sources-of-value/ http://buyer.sellerinsights.com/2013/03/19/finding-your-hidden-sources-of-value/#comments Tue, 19 Mar 2013 12:28:32 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7303 There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.]]> http://buyer.sellerinsights.com/2013/03/19/finding-your-hidden-sources-of-value/feed/ 1 http://buyer.sellerinsights.com/2013/03/17/analyze-this-the-role-of-analysts-in-making-the-shortlist/ http://buyer.sellerinsights.com/2013/03/17/analyze-this-the-role-of-analysts-in-making-the-shortlist/#comments Sun, 17 Mar 2013 13:25:28 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7278 With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers. But what impact will that have on the number of enquiries to your business? In this insight we discuss some of the requirements of working with analysts.]]> http://buyer.sellerinsights.com/2013/03/17/analyze-this-the-role-of-analysts-in-making-the-shortlist/feed/ 0