Buyer Risk

 John O' Gorman

Sellers: How To Calculate Your Value? – The Value Equation

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 [...]

 Ray Collis

Why CPO’s Get Upset Watching The News

Why CPO’s Get Upset Watching The News

What you own you control, but big corporations no longer own large chunks of their production process, or supply chain. They are increasingly dependent on outside actors for their success and are vulnerable to a new array of risks as a result. Resilience and Risk Management Global supply chains mean that organizations are dependent on [...]

 Ray Collis

Justify With Numbers – Compel With Emotions

Justify With Numbers – Compel With Emotions

Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at [...]

 Ray Collis

What Science Tells Us About The Speed Of Buying

What Science Tells Us About The Speed Of Buying

Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know [...]

 Ray Collis

Contract Compliance – Implications For Sellers

Contract Compliance – Implications For Sellers

Buyers are getting better at managing their contracts with suppliers.   In this article we will example the implications for sellers of the new focus on contract management.   We are all aware of the increased attention paid by buyers to the issue of benefits realisation and the drive to ensure that the promised savings [...]

 John O' Gorman

Buyers Are Taking ‘Baby Steps’

Buyers Are Taking ‘Baby Steps’

In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.

 John O' Gorman

The Ultimate Test of The Sales Pro: Helping Buyers To Buy

The Ultimate Test of The Sales Pro:  Helping Buyers To Buy

‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.

 Ray Collis

Pipeline Opportunities: Can You Spot The Warning Signals?

Based on a review of hundreds of pipeline opportunities we have spotted some common early warning signals that an opportunity may be at risk. Use the list to review your top three sales opportunities. Tick the items that are relevant to the opportunity you are considering. 1. Don’t have access to all the stakeholders. [  [...]

 Ray Collis

Buyers Face 3 Business Case Challenges

Buyers Face 3 Business Case Challenges
This entry is part of 12 in the series Business Case

Predicting the future is not easy, but that is exactly what the business case must attempt to do. This is particularly true in a time of market turbulence. Today’s perfect plan could be completely invalidated by a change in the competitive situation, an upset in the market or any one of a host of other [...]

 John O' Gorman

What Are Buyers Thinking?

What Are Buyers Thinking?
This entry is part of 12 in the series Business Case

Why do buyers do what they do? Why do they choose one supplier over another and choose some projects to be scrapped, while others are advanced? These are questions that understandably intrigue salespeople. Buyers tend to reveal little, leaving many salespeople complaining that they don’t know what buyers are thinking. They may even complain buyers [...]

 Ray Collis

Examining the Business Case – Considerations Of Risk

Examining the Business Case – Considerations Of Risk
This entry is part of 12 in the series Business Case

The business case requires much more than a cost-benefit analysis — that is too simplistic for complex business decisions. For example, a more in-depth analysis would highlight that while the payback from project A might be twice that of project B, this benefit may be negated when higher levels of risk are considered. Managers are [...]

 Ray Collis

Buying Revolution Video Series, Part 3: Why Buying Decisions Are Really Made

Buying Revolution Video Series, Part 3: Why Buying Decisions Are Really Made

How Buying Decisions Are Really Made As salespeople we can often find buyers and their behavior very confusing.  Just why do buyers do what they do? Getting inside the head of the buyer can be a real challenge.  For one they are increasingly playing their cards close to their chest. However, as this video shows, [...]

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