14 Megatrends In Buying
AUGUST 28, 2015
You don’t need to be taken by surprise – that is because it is relatively easy to predict changes in how your customers buy. The Rising Tide of Procurement Sophistication The tide is rising in terms of the overall level of procurement sophistication. The trend of more sophisticated and more demanding buyers seems to be evident in most […].
The Ultimate ‘NO’ and How to Overcome It
MAY 20, 2016
Few people would accuse those in procurement roles as being ‘yes men’ But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […]. Business Case Business Case Buying Buying Process Help The Buyer To Buy Procurement Policy Tips for Sellers Business Case Selling Buyer-Seller Insights justify the decision Purchase Justification Ray Collis
Understanding Buyer Psychology
MAY 14, 2013
Buying decisions are generally more complex than they may at first appear. We look behind the buyer''s stated rationale for the decision and to uncover the psychology that is often hidden. Buyer Psychology Featured Business Case Buying Process Buying Psychology Buying Rationale The Buying Decision
Taking Hospital Procurement To The Emergency Room
SEPTEMBER 3, 2013
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. The Buying Revolution Hospital Sector Hospital Supply Chain Hospital Value Chain Lifesciences Procurement Best Practice Procurement Gap
Sellers: Don’t Wimp Out Because Of Their Process!
JULY 1, 2013
Don''t get paralyzed by the buyer''s process. Don''t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don''t cast aside the basics of either solution selling or relationship selling. Buying Process Featured Tips for Sellers bureaucratic buying Relationship Selling Sales Proposal Sales Success Solution Selling
9 New Ways To Nudge Your Customer To Buy
MAY 23, 2013
More information is simply not enough to get the buyer to across the line - we all know that. If it was then we would write longer proposals and provide more detailed product sheets. In this insight we will use the latest buyer psychology to examine how to nudge the buyer towards a decision.
So You Think You Know The Customer’s Buying Process?
MARCH 26, 2013
Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals. Buying Process Featured Buying Decision Buying Research Procure To Pay Cycle Procurement Process Sales Process
How Healthy Is Your Sales Organization?
MARCH 28, 2014
Sales managers often think about the effectiveness of the sales team, sales strategy or sales process. However, there is one vital ingredient of sales success that is generally overlooked. That is the health of the sales organization. Organizational Health – The New Sales KPI A sales team’s strategy, process or skill-set may not be enough [.].
Are You Waiting For The Customer To Call?
JUNE 20, 2013
Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only a minority of instances - most opportunities are the result of the customer calling. In this insight we will explore the results and the implications of sales success.
8 Reasons To Love Procurement
DECEMBER 12, 2012
I love sales. But, to be honest if I was starting my career over I would be very tempted to go to other side and become a supply management professional. That says a lot about the present and the future of the procurement and supply management industry. I was invited back to my old Alma [.]. Featured Selling To Procurement Top 10 Professional Buying Strategic Procurement Supply Chain Management
Could The iPad Kill Solution Selling?
OCTOBER 16, 2014
Much publicized failure of one of the world’s largest iPad is another ‘nail in the coffin’ for Solution Selling You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise. More specifically the much publicized failure of one […].
Selling in the Cloud – Building the Business Case for Your Solution
OCTOBER 26, 2015
Buying IT has changed. It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important. The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]. Business Case How Buyers Buy Selling in the Cloud Tips for Sales Managers Why Buyers Buy IT Business Case Ray Collis SAAS Selling IT
The B2B Demand Gen Marketing Playbook
How Soon Can You Really Get Them ‘Across The Line’?
SEPTEMBER 22, 2014
Buying decisions are often a lot more complex than sellers realize. They can involve up to 5 stages – many of which do not involve the salesperson. That has real implications for getting the deal across the line. The following video is aimed at helping you to understand the buyer’s journey and its implications for […]. Buying Process How Buyers Buy Stages Of The Decision Buyer Journey Buyer Research Buying Decision Ray Collis Sales Closing Skills Sales Performance Sales Tips The Asg Group
Buyers: Don’t be a Skinflint!
JANUARY 17, 2016
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term savings that cost dear in long term. An Old Term Gets New Meaning The term ‘skinflint’ has gained new meaning in recent times. Traditionally it […]. Business Case Featured Top 10 Buying Decisions Cost Savings False Savings Flint Michigan State of Emergency
New Perspectives On Sales Success – Research From RAIN Group
MAY 3, 2013
Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling
What Is The Buyer’s Next Step?
JUNE 28, 2013
Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer''s buying process and the standard steps that are typically involved. Buying Process Featured How Buyers Buy 7 Step Strategic Purchasing Model AT Kearney Buying Models Sales Forecasting Sales Process Strategic Procurement
The Ultimate Challenger Sale
FEBRUARY 7, 2013
In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned. One of the leading sales books of 2012 was ‘The Challenger Sale‘ It’s [.].
Solution Selling – Dead Or Alive?
AUGUST 13, 2012
Buyers still need solutions right? Well, of course they do. Indeed, they want better solutions than ever before and they want a better price too! The only problem is that they don’t necessarily need or want the sales and marketing that goes with them. This paradox is at the centre of a new controversy in [.]. Uncategorized Sales Methodology Sales Trends Solution Selling
Time For A New Perspective On Key Account Management (KAM)
FEBRUARY 27, 2013
Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this insight we will challenge you adopt the buyer-perspective on the relationship. That includes the tools and concepts used by buyers to managing suppliers. Featured Tips for Sellers Key Account Management Key Account Plan Supplier Performance Management Supplier Relationship Management
The Importance Of Offering Options In Your Sales Proposals
JUNE 25, 2013
Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and quotations can have an important role in determining success. Featured Help The Buyer To Buy Buyer Psychology Choice Theory Choices Options Sales Proposals
Justify With Numbers – Compel With Emotions
OCTOBER 17, 2012
Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at [.].
Sellers: How To Calculate Your Value? – The Value Equation
AUGUST 2, 2012
Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But But [.].
How High Can You Climb To Communicate Your Value?
APRIL 19, 2013
You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. You want it to matter - you want it to be seen as ''strategic''. But when it comes to buying decisions, what is strategy and how can you connect with it?
Taking Collaboration With Your Customers To A New Level
APRIL 22, 2013
There is a new measure of buyer – seller collaboration. It is called Sales & Operations Planning (S&OP). Those sellers who can integrate effectively with their customer''s sales and operations planning can become more strategically important as suppliers. How Buyers Buy S&OP Sales & Operations Planning Strategic Supplier Supplier Collaboration
Price Negotiation: The Buyer’s Broken Calculator
JULY 11, 2012
To reduce price discounting sellers need to focus on how buyers do their maths. Economics Top 10 Using Maths To Sell Buying Process Price Negotiation sales meeting
Are You Only The Tip Of The Iceberg?
JUNE 13, 2013
When it comes to the customer''s costs, your price may only be the tip of the iceberg. That is important if you are selling a quality solution and want to avoid being hammered on price. By making your customer aware of The Iceberg Principle you can move the conversation off price and onto value.
How To Sell To Cold & Reserved Buyers
APRIL 24, 2013
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy? Featured Selling To Procurement Tips for Sellers Building Rapport Relationship Selling Reserved Buyers
Selling Higher: Your Essential ‘C Level’ Glossary
NOVEMBER 24, 2013
The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some new words to the sales vocabulary is required. Are You Speaking The [.]. Business Case Tips for Sellers Business Buyer Business Impact Business Results C-Level New Buyer Sales Vocabulary sell higher
Want Your Customers To Spend More? Then don’t do this!
OCTOBER 10, 2014
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more. Business Case Buyer Attitudes Using Maths To Sell Cross-selling Sales Success Save More Selling Spend More Up-selling
Selling To Teams: Lessons From Sport
APRIL 8, 2014
Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures. Some organizations are a dream to sell to, while others are a nightmare. The individuals involved may be nice to deal with, organized and professional. However when it comes to [.]. Buying Politics Buying Team Tips for Sellers Dysfunctional Buying Teams politics Relationship Selling Sales Success Sell Higher & Wider Selling To Teams
The Cost-Saver Menu
APRIL 4, 2013
Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you how. Why Buyers Buy Aggregation Buying Process Consolidation Cost Savings Demand Management Price Pressure Procurement Supplier Margins
In Search Of The Number 1 Sales Question
APRIL 1, 2014
The search for the most powerful sales question is ongoing. The objective, to find the one key question that will help the sales person to win the complex B2B sale. There are as many sales questions as there are sales techniques. But not all questions have the same power in terms of engaging the customer,