Ready-To-WIMP-Out?
If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’
Resolutions of a Buyer Turned Seller
I had an interesting conversation last week with a professional buyer who joined a sales team selling into the transportation sector just before the markets went pop. Inevitably our conversation turned to 2010 and his very interesting resolution. Q: How has your organisation coped with the last 12 months? A: “We are alive and kicking and […]
9 things unforgiving buyers don’t like
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part of sales […]
All Marketing Is SPAM!
Have you checked your spam folder recently? No doubt it is full to the brim of Viagra ads, weight loss methods, casinos and such utterly worthless messages. However, today’s definition of SPAM goes far beyond that of traditional junk mail to encompass most of today’s marketing. That is to say most marketing is viewed by […]
Buyers Cringe As Telemarketing Numbers Rise
I talked to a manager in one of the leading telemarketing agencies today. He told me of new offices opening worldwide and the addition of hundreds of new telemarketers. Needless I wished him and his team well. It was the only polite thing to do. However, privately I shuddered. Here is what I was really […]
Managers Pull Rank On Major Buying Decisions
(a) Seniority Required When it comes to major buying decisions, managers are pulling rank. Senior managers are required to sign off on ever smaller purchases. They set the priorities and the budgets; if they can be sold on the business case then they have the power to ‘make it happen’. (b) The View At the […]
Selling Higher – Are You Ready to Climb?
The fact that decisions are being made at a higher level requires a totally different approach to selling. It can present many challenges for the salesperson, including access. Indeed, our experience of dozens of United Kingdom sales campaigns suggests it is 50% more difficult to access C level (CEO, CFO, or CTO) executives in major […]
Buying Is Now A Team Sport
Buying Decisions Are Being Wider Buying decisions are being made wider, as well as higher in most organizations. Indeed, those buyers and sellers we talk to suggest that the numbers involved in major buying decisions has doubled in a decade. This has major implications for buyer and seller alike. Multifunctional buying teams are the order […]
From ‘Buyer Beware’ to ‘Seller Beware!’
Seller Beware! Caveat Emptor, or buyer beware was the dominant concept for decades. No longer, the balance of power has shifted, with the seller reluctantly ceding control to a more sophisticated and cynical breed of buyer. Today it is the seller who must beware! The seller is no longer ‘the ringmaster’ of the sale, often being […]
Introducing The Self-Contained Buyer!
(a) Buyers Are ‘Doing It For Themselves!’ Buyers are increasingly self-contained. They like to be in control and to stay in control. That means they start to elicit the requirements, build the business case and define the solution well in advance of meeting vendors. Buyers know that they have the power in a market where […]
6 Ways Buyers Can Defeat Seller’s Ploys
It is with just reason that buyers are skeptical of sellers and their ploys. The result is that they have developed a variety of means of keeping sellers in check. Here are some of the tips given by experienced buyers to their novice colleagues on the subject of managing sellers: Silence is golden! – Be guarded in […]
Don’t forget to ‘CEO Proof’ your sales proposition
Every body knows that buying decisions are increasingly being made at higher levels. And it is not just a matter of senior executives rubber stamping decisions made by their lower level managers. In times of increased risk and uncertainty, senior managers are steering all significant purchase decisions. But is selling to a CEO, or a […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
