Are Buyers Really Obsessed With Price?
As a salesperson it is easy to assume that buyers are obsessed with price, or more to the point getting the lowest price. But is that really true? Is it perhaps too easy to blame our sales failures on an unreasonable buyer obsession with price? Well, let’s ask buyers and in particular public sectors buyers. […]
When Big Companies Buy: The Sophistication of Buying Revealed
Organisations are increasingly organized, structured and careful in terms of how they buy. As salespeople we know this to be true. Yet, it is easy to underestimate just how sophisticated many buyers have become. Let us take the example of the buying process for major IT purchases in a large telco (as shown in the […]
Buyers Ask: Will You Help Me Get Promoted?
Buyers want to know is ‘will your products and services get me promoted, or demoted?’
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
