Maverick buying has been outlawed in most organisations, even for relatively small, or routine purchases. That means sellers must sell both higher and smarter….

‘It is like the united nations’ said the sales director in describing the makeup of the sales team that had just arrived from its consortium partner. Planning for preparing the multi-billion bid was in full swing now that the team from the lead contractor in the consortium (a Fortune 1000 company) had just arrived in

Use your knowledge of the buying process in your target account in order to better prequalify sales opportunities, using the simple yet effective How, Why and Who buying framework:   1. HOW the decision is going to be made – The Buying Process – that is all the steps, information and analysis that is required in order for a decision to be made.   Questions to address in prequalifying, or rating the opportunity include: (a) The Steps Involved: – Are the steps to be undertaken before the decision can be made clear

Use your knowledge of the buying process in your target account in order to better prequalify sales opportunities, using the simple yet effective How, Why and Who buying framework:   1. HOW the decision is going to be made – The Buying Process – that is all the steps, information and analysis that is required in order for a decision to be made

Introduction At one time a question, such as ‘who makes the buying decision?’ was easy to answer.  But this is no longer the case.

Ask salespeople for their definition of selling and here are the type of answers you are likely to hear: ‘Getting people to want that you want to sell’, or in a similar vein ‘Getting people to buy what you are selling through influence and persuasion.’ (Score 1 out of 5) ‘Closing the sale’, or more aptly put ‘Converting enquiries into cheques.’ (Score 1 out of 5) ‘Matching your solution to the buyer’s needs.’, or ‘Finding out what the buyer needs and demonstrating that yours is the best solution to meet those needs’.

RFX Mania Takes Hold As concern about the spread of Swine Flue mounts, buyers and sellers are being afflicted by their very own pandemic – that of the RFP (Request for Proposal). How serious is the pandemic?

The fact that decisions are being made at a higher level requires a totally different approach to selling.  It can present many challenges for the salesperson, including access.  Indeed, our experience of dozens of United Kingdom sales campaigns suggests it is 50% more difficult to access C level (CEO, CFO, or

Organizations are applying more management know-how and experience to how major purchase decisions are made.  Specifically they are: Pooling expertise in multi-functional buying units.  That means expertise from IT, Finance, Operations, Purchasing, etc, is being brought to bear on the purchase decision. Making purchasing decisions at a higher level.  That means they are being made by increasingly

(a) Seniority Required When it comes to major buying decisions, managers are pulling rank.  Senior managers are required to sign off on ever smaller purchases.  They set the priorities and the budgets; if they can be sold on the business case then they have the power to ‘make it happen’. (a) The View At the Top