Ray Collis

Turning Your Sales Process Into A Sales Magnet

Turning Your Sales Process Into A Sales Magnet

It is time to expect more from your sales process.  It is no longer enough that it delivers consistency and control in respect of sales.   Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and […]

 Ray Collis

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

Successfully Navigating The Procurement (PO) Maze

Closing the sale and getting the Purchase Order no longer go hand in hand.  In many buying organizations a new level of bureaucracy and administration has grown around what was once just an administrative formality.  Getting the PO is no longer a straight-forward matter – for the unprepared seller can be a costly maze.   […]

 Ray Collis

Misreading The Buyer’s Motivation

Misreading The Buyer’s Motivation

Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case – is all too often overlooked.

 Ray Collis

Calculating How Getting Involved Earlier Could Help You Sell More

Calculating How Getting Involved Earlier Could Help You Sell More

In this insight we will help you to build the business case for getting involved earlier in the prospect’s buying process.

 Ray Collis

Sellers: Are You A Control Freak, or A Puppet On A String?

Sellers:  Are You A Control Freak, or A Puppet On A String?

Balancing Leadership With Control In The Sales Cycle

There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable?

 John O' Gorman

The Perils Of Misreading The Buying Process

The Perils Of Misreading The Buying Process

Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller’s knowledge of the steps, paperwork, review points, information requirements and so on.

 Ray Collis

The Customer’s Hidden Agenda

The Customer’s Hidden Agenda

Is Your Needs Analysis Only Scraping The Surface?

What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer’s more fundamental underlying needs and motivations remain hidden.

 John O' Gorman

For Buyers Everyday is Independence Day

For Buyers Everyday is Independence Day

The surprising benefits of losing control to the buyer

Buyers have discovered a new degree of freedom and control and they are guarding it jealously. However, research suggests that sellers may well benefit from thinking they can control the buyer.

 Ray Collis

Sales Hopscotch: Turning Buying Process To Your Advantage

Sales Hopscotch: Turning Buying Process To Your Advantage

Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.

 John O' Gorman

What Are The Buyer’s Next Steps?

What Are The Buyer’s Next Steps?

Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.

 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 […]

 John O' Gorman

Building A Logical Argument For Buying Your Solution

Building A Logical Argument For Buying Your Solution

How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and win the deal? As we will examine in this insight the formula is clear.

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