Analyze This! The Role Of Analysts In Making The Shortlist
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.
What ‘Know Your Customer’ Means In 2013
In this era of stalled buying decisions and increasingly complex buying processes sellers cannot really know their customers without understanding how and why they buy.
Why BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. ‘BANT is no longer enough’ he proclaimed.
The New Love Affair Between CEOs and CPOs
Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to boost the bottom line has earned it a position of influence and power. Little wonder then that procurement is the CEO’s new best friend. Strategies for Low […]
Can You See Your Deals In 3D?
A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances of sales success. Suffering From Deal Complexity? Getting to grips with the complexity of modern buying is one of the key challenges facing sales teams at this time. It is key to addressing […]
Sellers Beware: The Procurement Gap
There is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and the everyday reality of rushed, or messy decisions. We call it the Procurement Gap. Helping the buyer to […]
Do You Know Your Buyer’s IQ?
The buyer’s knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or pitch. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance. Measuring Your Buyer’s Buying IQ The seller should start from the assumption that the buyer has […]
Q: What’s for desert? A: The salesperson!
Three salespeople and one procurement professional were deep in debate. The topic was the rise of the competitive tender and the delay in calling sellers to the table. “The problem is we are being called to the table later” said one exasperated sales manager. Continuing the table analogy he added “they don’t call us in until long […]
It’s Official: Procrastination Is Good For Buying!
Sellers battle procrastinating buyers every day in the hope of meeting this quarter’s target. But as a new book reveals there is a good reason for buyers to want to delay a decision. It is a classic case of buyer as a tortoise and seller as a hare. Selling To The Procrastinating Buyer Understandably sellers […]
The Competitive Tender: Sellers Can’t Expect Buyers To Be Monogamous!
Don’t be taken aback when the buyer seeks competing quotes. Instead, only get surprised if he, or she doesn’t. A sales strategy that assumes buyer monogamy is a dangerous one. The Illusion Of The Monogamous Buyer! Sellers should never get complacent. Don’t let an apparent coziness fool you into thinking that the buyer is going to be monogamous! In […]
What Science Tells Us About The Speed Of Buying
Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]
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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