Buyers: Don’t be a Skinflint!
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term savings that cost dear in long term. An Old Term Gets New Meaning The term ‘skinflint’ has gained new meaning in recent times. Traditionally it […]
Selling To The Buyer’s Primary Ratio
Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we will examine how talking ROCE with the buyer can boost your sales success. Return On Capital Employed The primary ratio is ROCE or Return On […]
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 […]
Living In The Shadow Of Procurement
In one way or another what is happening in procurement will shape your future sales success. That applies even if you don’t have to interact with procurement today. The reality is that we are all selling in the shadow of procurement. Have You Escaped Procurement Thus Far? Many salespeople are oblivious to the role and […]
Sellers: How To Calculate Your Value? – The Value Equation
Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But […]
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.
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.
The Cost-Saver Menu: 11 Ways To Help Your Buyer Save
Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you how.
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.
Do You Know Why Procurement Really Matters?
Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly selling to procurement this myopia can result in avoidable frustration, not to mention lost sales! Are You Indifferent To Procurement? Salespeople/sales teams are often taken by surprise at the growing power and influence of procurement within their customer […]
Procurement’s Best Year Yet
We are confidently predicting that 2013 will be a great year for those on the opposite side of the table – the procurement team. Indeed it may be their best year yet. That is clearly good news for buyers, but it presents opportunities for sellers too.
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 […]
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