Added on June 28, 2013
Ray Collis
Buying Process , Competitive Tender , Featured , Needs Analysis , Relationship Selling , Sales Hopscotch , Sales Process , Sales Success , Solution Definition , Solution Selling , Strategic Selling
![Sales Hopscotch: Turning Buying Process To Your Advantage Sales Hopscotch: Turning Buying Process To Your Advantage](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F06%2Fsales-hopscotch.png&q=90&w=650&h=300&zc=1)
Sales Hopscotch: Turning Buying Process To Your Advantage
![Sales Hopscotch: Turning Buying Process To Your Advantage Sales Hopscotch: Turning Buying Process To Your Advantage](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F06%2Fsales-hopscotch.png&q=90&w=650&h=300&zc=1)
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.
Added on January 15, 2013
Ray Collis
bottom line , Chief Procurement Officer , Featured , Procurement , Strategic Procurement , Strategic Selling
![The New Love Affair Between CEOs and CPOs The New Love Affair Between CEOs and CPOs](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F01%2FCEOs-love-procurement.png&q=90&w=650&h=300&zc=1)
The New Love Affair Between CEOs and CPOs
![The New Love Affair Between CEOs and CPOs The New Love Affair Between CEOs and CPOs](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F01%2FCEOs-love-procurement.png&q=90&w=650&h=300&zc=1)
Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to boost the bottom line has earned it a position of influence and power. Little wonder then that procurement is the CEO’s new best friend. Strategies for Low […]