Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Buying IT has changed. It is now as much a business decision as a…
The much publicized failure of one of the world’s largest iPad contract represents another…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The…
Buying IT has changed. It is now as much a business decision as a…
You don’t need to be taken by surprise – that is because it is relatively easy to…
Some organizations don’t do team work very well. That is a problem in the…
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.…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
What are the principles of world-beating solution selling? Well, here communicate them using a…
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.…
You don’t need to be taken by surprise – that is because it is relatively easy to…
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 You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office…
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 […]
The Ultimate ‘NO’ and How to Overcome It
by Ray Collis - No Comment
Buyers: Don’t be a Skinflint!
by Ray Collis - No Comment
Selling in the Cloud – Building the Business Case for Your Solution
by Ray Collis - No Comment
Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
by Ray Collis - No Comment
15 Megatrends In Buying
by Ray Collis - No Comment
Finding Your Hidden Sources Of Value
by Ray Collis - 1 Comment
9 New Ways To Nudge Your Customer To Buy
by Ray Collis - 1 Comment
Sales Training Under The Magnifying Glass
by Ray Collis - 1 Comment
A Better Way Of Asking For The Order
by John O' Gorman - 1 Comment
The Most Dangerous False Assumption In Selling!
by John O' Gorman - 1 Comment
Peter Viljoen: How To Influence The Buyer’s Choices
StartupSandy: 9 New Ways To Nudge Your Customer To Buy
the Senator: Understanding Buyer PsychologySocialSenator: Finding Your Hidden Sources Of Value
Martin Lindeskog: A Better Way Of Asking For The Order
