How Buyers Buy

Buying Process – the steps buyers must follow to get the purchase sanctioned.

 John O' Gorman

Auctions: The Rise Of ‘A’ Word In Buying

Auctions: The Rise Of ‘A’ Word In Buying

The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse auctions and assess the implications for your business. The ‘A-Word’ In Selling Some people get excited about the rise […]

 Ray Collis

Sellers Beware: The Project Behind The Purchase

Sellers Beware:  The Project Behind The Purchase

Behind many big purchases is a project. Indeed the purchase itself may be a project, with a set of steps, a project team, project milestones and so on. Adopting the project perspective on the sale is important from the perspective of qualifying and closing the sale.

 John O' Gorman

Why Earlier Is Better: Getting Procurement & Suppliers Involved

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order.  Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money.  In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]

 Ray Collis

Selling To Busy Buyers: What’s Your Decision Simplification Strategy?

Selling To Busy Buyers:  What’s Your Decision Simplification Strategy?

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.

 John O' Gorman

Is Relationship Selling Under Attack?

Is Relationship Selling Under Attack?

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.

 Ray Collis

Taking Collaboration With Your Customers To A New Level

Taking Collaboration With Your Customers To A New Level

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.

 John O' Gorman

How High Can You Climb To Communicate Your Value?

How High Can You Climb To Communicate Your Value?

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?

 Ray Collis

The Perfect Storm: 8 Trends That Will Rock Your World

The Perfect Storm: 8 Trends That Will Rock Your World

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.

 John O' Gorman

Staple Yourself To Their Order

Staple Yourself To Their Order

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’.

 Ray Collis

So You Think You Know The Customer’s Buying Process?

So You Think You Know The Customer’s Buying Process?

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.

 Ray Collis

Finding Your Hidden Sources Of Value

Finding Your Hidden Sources Of Value

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.

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The latest research on how buyers buy
Who makes the buying decision