Are You Only The Tip Of The Iceberg?
When it comes to the customer's costs, your price may only be the tip of the iceberg. That is important if you are selling a quality solution and want to avoid being hammered on price. By making your customer aware of The Iceberg Principle you can move the conversation off price and onto value.…
Sellers: How To Calculate Your Value? – The Value Equation
Communicating your value to today’s hard-nosed buyers can be a real challenge.…
The Top 10 Most Revealing Deal Questions
Imagine you are asked as a sales manager to evaluate a key deal. How many pieces of information would you need in order to assess the likelihood of the deal closing as forecast? …
50% Of Sales Forecasts Are Undermined By Missing Information
Sellers are not getting all the information that they need. They are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld. In this insight we will examine the types of information sellers are being denied and how it can be accessed.…
New Perspectives On Sales Success – Research From RAIN Group
Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world.…
Is There Pressure On Your Buyer’s Numbers?
‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an important question for you to ask. …
Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities
Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering fully on promised savings a challenge. That presents the seller with a number of opportunities.…
How To Sell To Cold & Reserved Buyers
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?…
Taking Key Account Reviews Out Of The Dark Ages!
Account management has changed in a way that fundamentally challenges us as sellers. However our account management plans can all to easily take the repeat customer for granted. In this insight we examine the old way of account management and it's many pitfalls. …
Time For A New Perspective On Key Account Management (KAM)
Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this insight we will challenge you adopt the buyer-perspective on the relationship. That includes the tools and concepts used by buyers to managing suppliers.…
