John O' Gorman

Building A Logical Argument For Buying Your Solution

Building A Logical Argument For Buying Your Solution

How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and win the deal? As we will examine in this insight the formula is clear.

 Ray Collis

Why Only Hard Savings Can Close The Deal

Why Only Hard Savings Can Close The Deal

Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction.  However, increasingly only hard savings have the power to close the sale.     We all know that buyers are increasingly numbers obsessed. The question is what format must those numbers be in […]

 Ray Collis

Can You See Your Deals In 3D?

Can You See Your Deals In 3D?

 A new framework provides you with a 3D view of even the most complex deal.  That means you can maximize your chances of sales success. Suffering From Deal Complexity? Getting to grips with the complexity of modern buying is one of the key challenges facing sales teams at this time.  It is key to addressing […]

 Ray Collis

Sellers Beware: The Procurement Gap

Sellers Beware: The Procurement Gap

There is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and the everyday reality of rushed, or messy decisions. We call it the Procurement Gap. Helping the buyer to […]

 Ray Collis

Bounded Rationality: Balancing Logic And Emotion In The Sale

Bounded Rationality: Balancing Logic And Emotion In The Sale

Although organizations are increasingly structured and sophisticated in their buying, for as long as people are involved in making decisions there will inevitably be an element of human fallibility in terms of how decisions are made. This is the age of the Utilitarian or Economic buyer and the Cost-Benefit Analysis. Where decisions are made by […]

 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 […]

 Ray Collis

Examining the Business Case – The Building Blocks

Examining the Business Case – The Building Blocks
This entry is part of 12 in the series Business Case

The term business case can mean different things to different people. For this reason it is helpful to explain the key elements of a business case in terms of other more universally understood business planning and analysis tools. The business case combines four elements as shown in the diagram. The Building Blocks of the Business […]

 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

What Is The Business Case?

What Is The Business Case?
This entry is part of 12 in the series Business Case

One of the most powerful realizations for sellers is that when it comes to the complex sale there are no buying decisions, only business decisions. The implication is that buying decisions which in the past focused on the what, where, when and how, are now purely concerned with the ‘why?’ Peel back the layers of […]

 Ray Collis

Examining the Business Case – Strategic Fit

Examining the Business Case – Strategic Fit
This entry is part of 12 in the series Business Case

When the numbers of the cost-benefit equation stack up and an attractive payback is evident, even making allowance for risk and compliance, is the result a compelling business case? Perhaps not, because managers must demonstrate that the project fits with the pre-existing jig-saw of organizational priorities, goals and strategies. They must demonstrate the purchase will […]

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