8 Reasons To Love Procurement
I love sales. But, to be honest if I was starting my career over I would be very tempted to go to other side and become a supply management professional. That says a lot about the present and the future of the procurement and supply management industry. I was invited back to my old Alma […]
48 Shades Of Grey In Buying
What your buyer is thinking and how he, or she is feeling about the decision are two different things. As salespeople we need to focus on both. The Stereotype Of The Grey Buyer Buyers and in particular procurement professionals are stereotyped as being pale faced – grey suited bureaucrats. They are typically seen as analytical […]
The Most Dangerous False Assumption In Selling!
The Importance Of Knowing The 3 Types Of Buyers & Tailoring Your Sales Approach Accordingly There is an erroneous assumption about how buyers buy that is surprisingly common in selling. It is a major impediment to success for those holding it. Yet they seem blissfully unaware of their error. Here we will test to make sure […]
Buyer OCD: The Obsession With Lowest Price
More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. […]
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 […]
Sellers: Are You Leaving Your Buyer Naked?
Many sellers are leaving their buyers naked! They are getting them excited about their solutions and then letting them go off unprepared to their senior management colleagues looking for approval. The Naked Buyer Typical sales proposals fail to provide buyers with the basic undergarments in terms of the justification required for the buying decision. That […]
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 […]
Price Negotiation: The Buyer’s Broken Calculator
To reduce price discounting sellers need to focus on how buyers do their maths.
Winning The Deal: The Perils Of ‘Glass Half Full’ Thinking
There is an in-built tendency in most salespeople to over-estimate the likelihood and timing of a deal. That is a scientific fact, however this ‘glass half full thinking’ can be a real impediment to deal success. Why The Seller’s Glass Is Half Full The glass half full is a simple yet effective means of categorizing […]
Maximizing The Power Of Your Sales Proposition
Being heard over the competition in a crowded marketplace takes a special type of message. Indeed it takes a message that is up to 10 times more powerful. Most sales and marketing literature ends up in the bin To understand why we conducted research on why some seller messages get heard, while most others don’t. […]
A Portrait Of The Modern Buyer
We don’t know of a visual that more accurately reflects the new realities of buying. It is a real call to action for salespeople.
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. It has profound implications for how you sell. This new class of buyer is ‘universal’ because its approach to procurement rises above industry […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
