So You Think You Know The Customer’s Buying Process?
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.
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- How Buyers Buy
The Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Selling in the Cloud – Building the Business Case for Your Solution
Buying IT has changed. It is now as much a business decision as a…
Could The iPad Kill Solution Selling?
The much publicized failure of one of the world’s largest iPad contract represents another…
- Why Buyers Buy
- Business Case 31
- Business Case Buying 19
- Buyer Psychology 17
- Buyer Risk 12
- Buying Politics 5
- Compliance 2
- Strategic Fit 3
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The Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Buyers: Don’t be a Skinflint!
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The…
Selling in the Cloud – Building the Business Case for Your Solution
Buying IT has changed. It is now as much a business decision as a…
- Who Makes The Decision
15 Megatrends In Buying
You don’t need to be taken by surprise – that is because it is relatively easy to…
Selling To Teams: Lessons From Sport
Some organizations don’t do team work very well. That is a problem in the…
Taking Hospital Procurement To The Emergency Room
Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…
- Tips for Sellers
The Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
What are the principles of world-beating solution selling? Well, here communicate them using a…
Want Your Customers To Spend More? Then don’t do this!
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.…
- Selling To Procurement
15 Megatrends In Buying
You don’t need to be taken by surprise – that is because it is relatively easy to…
Taking Hospital Procurement To The Emergency Room
Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…
Why Decentralized Buying Is Dead!
Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office…
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
