Calculating How Getting Involved Earlier Could Help You Sell More
In this insight we will help you to build the business case for getting involved earlier in the prospect’s buying process.
Sales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.
Are You Waiting For The Customer To Call?
Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only a minority of instances – most opportunities are the result of the customer calling. In this insight we will explore the results and the implications of sales success.
Q: What’s for desert? A: The salesperson!
Three salespeople and one procurement professional were deep in debate. The topic was the rise of the competitive tender and the delay in calling sellers to the table. “The problem is we are being called to the table later” said one exasperated sales manager. Continuing the table analogy he added “they don’t call us in until long […]
The Competitive Tender: Sellers Can’t Expect Buyers To Be Monogamous!
Don’t be taken aback when the buyer seeks competing quotes. Instead, only get surprised if he, or she doesn’t. A sales strategy that assumes buyer monogamy is a dangerous one. The Illusion Of The Monogamous Buyer! Sellers should never get complacent. Don’t let an apparent coziness fool you into thinking that the buyer is going to be monogamous! In […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
