Ray Collis

Selling To Teams: Lessons From Sport

Selling To Teams:  Lessons From Sport

Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to […]

 John O' Gorman

Try Walking A Mile In The Buyer’s Shoes!

Try Walking A Mile In The Buyer’s Shoes!

Indeed, to understand the full complexity of the purchase requires that the salesperson ‘walks a mile in the buyers shoes’. That is because as the Spanish puts it ‘it is much easier to be in the bullring, than to talk about bulls’

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