Selling To Buyers Who Have Been Burned!
Selling Technology to Increasingly Cautious Buyers If analysts are to be believed, then as many as 2 out of 3 IT projects go south (Standish Group 2003). That is they go over budget, fall behind schedule or gets scrapped. So, according to the statistics, then as many as 2 out of 3 buyers will have have […]
Buyers Are In ‘Play It Safe!’ Mode
(a) ‘Playing it Safe’ For buyers this is the era of ‘playing it safe’. The cost – benefits equation calculated in respect of each major purchase decision has a vital new dimension – that of risk. This is having a major impact on the nature of decision making. The appetite for risk has diminished greatly. […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
