Who Makes The Decision

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

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…

WHO Makes The Decision
 July 18, 2013  Ray Collis

WHO Makes The Decision

Are you selling to all the right people?  It is all to easy to be caught out by changes in respect of WHO now makes…

For Buyers Everyday is Independence Day

For Buyers Everyday is Independence Day

Buyers have discovered a new degree of freedom and control and they are guarding it jealously. However, research suggests that sellers may well benefit from thinking they can control the buyer. …

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…

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…

 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?

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The latest research on how buyers buy
Who makes the buying decision