John O' Gorman

Auctions: The Rise Of ‘A’ Word In Buying

Auctions: The Rise Of ‘A’ Word In Buying

The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse auctions and assess the implications for your business. The ‘A-Word’ In Selling Some people get excited about the rise […]

 Ray Collis

Do You Know Your Buyer’s IQ?

Do You Know Your Buyer’s IQ?

The buyer’s knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or pitch. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance. Measuring Your Buyer’s Buying IQ The seller should start from the assumption that the buyer has […]

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The latest research on how buyers buy
Who makes the buying decision