Selling To Buyers Who Have Been Burned!
Selling Technology to Increasingly Cautious Buyers If analysts are to be believed, then as many as 2 out of 3 IT projects go south (Standish Group 2003). That is they go over budget, fall behind schedule or gets scrapped. So, according to the statistics, then as many as 2 out of 3 buyers will have have […]
Resolutions of a Buyer Turned Seller
I had an interesting conversation last week with a professional buyer who joined a sales team selling into the transportation sector just before the markets went pop. Inevitably our conversation turned to 2010 and his very interesting resolution. Q: How has your organisation coped with the last 12 months? A: “We are alive and kicking and […]
How Misreading the Buying Decision Could Cost You the Sale
Key lessons from Neil Rackham’s ‘Major Account Sales Strategy’ ‘Major Account Sales Strategy’ by Neil Rackham’s is a bible for the savvy sales professional. It is as relevant today as when it was first published in 1989. So, we dusted it off and pulled out its key points. The key message of this ground-breaking book […]
Peter Viljoen: 
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