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

Remember Buyers Can See in 3D!

Remember Buyers Can See in 3D!

Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers.  In particular they fail to consider all those ingredients –particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which as […]

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