Finding Yourself In The Procurement Sandwich?
You can see the finishing line, and your sponsor is telling you they are ready to buy. So, it is that the many months of groundwork seem ready to pay off. You had allowed (in your costings) for the discount that has been agreed and negotiation around terms has thankfully left your original proposal relatively […]
Where Are Buyer Searching For Suppliers?
The patterns buyers use to search for solutions is of vital concern to salespeople. However, for too many salespeople buyers are searching in the wrong places!
Do you Understand The Complicating Factors?
There is a word we find ourselves using more and more in respect of managing sales cycles and that seems to keep coming up again in reviewing pipeline opportunities and accounts. That is COMPLICATING FACTORS. When it comes to the complex sale, things are never straightforward. There are certain to be complicating factors. Understanding what […]
How to Maximise the Success of Your Sales Calls
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from […]
Introducing The Self-Contained Buyer!
(a) Buyers Are ‘Doing It For Themselves!’ Buyers are increasingly self-contained. They like to be in control and to stay in control. That means they start to elicit the requirements, build the business case and define the solution well in advance of meeting vendors. Buyers know that they have the power in a market where […]
The Age of The Skeptical Buyer Has Dawned
(a) ‘Sales Weary’ Buyers Buyers are more skeptical of vendor sales; people, processes and promises than ever before. They don’t trust easily, or forget quickly- and with good reason. Buyers are increasingly ‘sales-weary’, so sellers take great care! (b) The Sins of Past Sales People Here is a simple reality that we as sellers need […]
Selling To Solomon – Selling To Buyers Who ‘Know It All’
Much of traditional selling is based on the premise that the seller knows more than the buyer. Well, this assumption is increasingly being proven to be false. Today’s buyer is more skilled and experienced than ever before and that presents the salesperson with both opportunities and challenges. (a) Complex Decisions Require Skilled Managers Managers are […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
