The Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […]
Selling in the Cloud – Building the Business Case for Your Solution
Buying IT has changed. It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important. The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]
Could The iPad Kill Solution Selling?
The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise. More specifically the much publicized failure […]
How Soon Can You Really Get Them ‘Across The Line’?
Buying decisions are often a lot more complex than sellers realize. They can involve up to 5 stages – many of which do not involve the salesperson. That has real implications for getting the deal across the line.
Buyers Say: ‘Interactions with Sales People Can Add More Value’
‘Insights Selling’ Could Triple Your Sales Success Says New Book
Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy. A new book by the Rain Group (called Insight […]
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. […]
Sellers: Are You A Control Freak, or A Puppet On A String?
Balancing Leadership With Control In The Sales Cycle
There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable?
The Perils Of Misreading The Buying Process
Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller’s knowledge of the steps, paperwork, review points, information requirements and so on.
Sellers: Don’t Wimp Out Because Of Their Process!
Don’t get paralyzed by the buyer’s process. Don’t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don’t cast aside the basics of either solution selling or relationship selling.
Sales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.
What Are The Buyer’s Next Steps?
Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
