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.
Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you how.
Are there opportunities to optimize how your customers interact with your solution from the moment of purchase to the point of payment? To find out ‘staple yourself to the order’.
Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer’s broader business and procurement goals.
There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.
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.
How well do you understand the key trends in buying? That is the trends that are changing how your customers buy. Take a short quiz to find out.
In this era of stalled buying decisions and increasingly complex buying processes sellers cannot really know their customers without understanding how and why they buy.
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. ‘BANT is no longer enough’ he proclaimed.