Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Buying IT has changed. It is now as much a business decision as a…
The much publicized failure of one of the world’s largest iPad contract represents another…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The…
Buying IT has changed. It is now as much a business decision as a…
You don’t need to be taken by surprise – that is because it is relatively easy to…
Some organizations don’t do team work very well. That is a problem in the…
Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
What are the principles of world-beating solution selling? Well, here communicate them using a…
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.…
You don’t need to be taken by surprise – that is because it is relatively easy to…
Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…
Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office…
Organisations are increasingly organized, structured and careful in terms of how they buy. As salespeople we know this to be true. Yet, it is easy to underestimate just how sophisticated many buyers have become. Let us take the example of the buying process for major IT purchases in a large telco (as shown in the […]
The Ultimate ‘NO’ and How to Overcome It
by Ray Collis - No Comment
Buyers: Don’t be a Skinflint!
by Ray Collis - No Comment
Selling in the Cloud – Building the Business Case for Your Solution
by Ray Collis - No Comment
Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
by Ray Collis - No Comment
15 Megatrends In Buying
by Ray Collis - No Comment
Finding Your Hidden Sources Of Value
by Ray Collis - 1 Comment
9 New Ways To Nudge Your Customer To Buy
by Ray Collis - 1 Comment
Sales Training Under The Magnifying Glass
by Ray Collis - 1 Comment
A Better Way Of Asking For The Order
by John O' Gorman - 1 Comment
The Most Dangerous False Assumption In Selling!
by John O' Gorman - 1 Comment
Peter Viljoen: How To Influence The Buyer’s Choices
StartupSandy: 9 New Ways To Nudge Your Customer To Buy
the Senator: Understanding Buyer PsychologySocialSenator: Finding Your Hidden Sources Of Value
Martin Lindeskog: A Better Way Of Asking For The Order
