Sellers are not getting all the information that they need. They are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld. In this insight we will examine the types of information sellers are being denied and how it can be accessed.
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.
Sellers must make sure that the buyer is in a position to justify the decision. Otherwise the risk of a stalled deal increases greatly. This is particularly important when decisions are driven by instinct or emotion.
Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customers strategy, increasing budgetary pressures or the involvement of procurement? In this insight we examine the challenges to relationship selling and how they can be met.
In the relentless march of procurement, it is open season on so called ‘sacred cows’. So, if your relationship with a key account depends on tradition, a personal relationship, or the old fashioned approach to buying, watch out! It is time to ensure the indisputable commercial logic is in place!
How organizations buy is changing – we all know that. But as a seller how to know exactly what is on the horizon in your key customer, or prospects? In this insight we will examine the key procurement related changes that will rock your world and help you predict when they will happen.
With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers. But what impact will that have on the number of enquiries to your business? In this insight we discuss some of the requirements of working with analysts.
What are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying. In this insight we will share with you the new rules and ethos of buying in large organizations.
The IKEA Effect provides a clear warning to sellers – ensure the buyer is involved in the process of defining, building, or tailoring your product, or at least in the process of purchase and justification.
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 [...]
In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned.
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 [...]