Selling To Solomon – Selling To Buyers Who ‘Know It All’

Much of traditional selling is based on the premise that the seller knows more than the buyer. Well, this assumption is increasingly being proven to be false. Today’s buyer is more skilled and experienced than ever before and that presents the salesperson with both opportunities and challenges. (a) Complex Decisions Require Skilled Managers Managers are […]

Added on April 14, 2010 Ray Collis budgets , business decision , point of view , senior management team , stakeholders

Today’s Buying Is More Structured Than Ever Before

This entry is part of 7 in the series Buying Process

Most large organizations, and an increasing number of smaller ones, have a defined buying process. These processes are increasingly structured and indeed sophisticated. (a) More Sophisticated Buying Organizations have never been better, or at least more careful at buying. In particular, when it comes to major purchases they are applying greater rigor and sophistication to […]