Who Makes The Decision

The Buying Team – all those who shape and make the buying decision.

 Ray Collis

Selling To Teams: Lessons From Sport

Selling To Teams:  Lessons From Sport

Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to […]

 John O' Gorman

Why Decentralized Buying Is Dead!

Why Decentralized Buying Is Dead!

Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to sell to the local plant or facility of a global corporation. That is because in most large organizations decentralized buying is dead, or at least dying.  So, if you are selling at the edge of the organization, […]

 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

Living In The Shadow Of Procurement

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 […]

 Ray Collis

What Is The Cost Of An Extra Supplier?

What Is The Cost Of An Extra Supplier?

The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you.

 John O' Gorman

How To Sell To Cold & Reserved Buyers

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?

 Ray Collis

Do You Know Why Procurement Really Matters?

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 […]

 John O' Gorman

How To Avoid A Supplier Cull?

How To Avoid A Supplier Cull?

The culling of suppliers continues unabated. Indeed, those organisations that have not consolidated both suppliers and SKU’s are clearly out of line with best practice.  So, as a seller are you at risk and, if so, how can you avoid a supplier cull? Creeping Supplier Proliferation It is a truism that the list of suppliers […]

 John O' Gorman

How Good Procurement Improves The Balance Sheet

How Good Procurement Improves The Balance Sheet

Procurement wins friends because it can deliver additional profit to the bottom line, but that is not enough. To satisfy investors procurement goes one step further.  This is important for sellers to understand, it can help transform a sales proposal into a compelling business proposal. Why Investors Love Procurement To understand the full impact of […]

 Ray Collis

It is Time To Re-think Procurement!

It is Time To Re-think Procurement!

Why the companies you love, love procurement.

 Ray Collis

What Are Your Buyers KPIs?

What Are Your Buyers KPIs?

Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. As salespeople you and I are measured based on reaching our sales target, no doubt with some consideration of margin. But how are our counterparts in procurement measured? What’s Driving Your Buyer? Salespeople will rightly […]

 Ray Collis

Procurement’s Best Year Yet

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.

1 2 3 5
why-buy-smallad
The latest research on how buyers buy
Who makes the buying decision