Buyer OCD: The Obsession With Lowest Price
More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. […]
What Science Tells Us About The Speed Of Buying
Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. It has profound implications for how you sell. This new class of buyer is ‘universal’ because its approach to procurement rises above industry […]
Better Buying Goes Straight To The Bottom Line.
In these low growth times organizations are realizing that cutting costs is an easier than growing revenues.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
