In these low growth times organizations are realizing that cutting costs is an easier than growing revenues.
The cost of selling to an organization is only a fraction of the cost of that organisation’s buying decision. For example where a major buying decision involves 3 competing suppliers, the time that the seller spends with the buyer has to be multiplied by 3, with the buyer allocating time to each of the suppliers […]
There is a word we find ourselves using more and more in respect of managing sales cycles and that seems to keep coming up again in reviewing pipeline opportunities and accounts. That is COMPLICATING FACTORS. When it comes to the complex sale, things are never straightforward. There are certain to be complicating factors. Understanding what […]
Some buying decisions are more risky for the buyer than others and obviously that is of concern to the seller because risk can be a major banana-skin. The perceived level of risk associated with the purchase decision is greatest where: 1 The buying decision is new (as opposed to for example a repeat purchase) 2 […]