The Buying Revolution http://revolution.sellerinsights.com The Hottest Topic In Selling. Thu, 19 May 2011 14:45:00 +0000 en hourly 1 http://wordpress.org/?v=3.3.2 Sellers Beware: Buyers Know What You Are Thinking! http://revolution.sellerinsights.com/2011/05/19/sellers-beware-buyers-know-what-you-are-thinking/ http://revolution.sellerinsights.com/2011/05/19/sellers-beware-buyers-know-what-you-are-thinking/#comments Thu, 19 May 2011 14:45:00 +0000 ray collis http://revolution.sellerinsights.com/2011/05/19/sellers-beware-buyers-know-what-you-are-thinking/ Buyers these days are increasingly well-prepared for their interactions with sellers. Indeed, some are even going so far as enrolling in courses specifically aimed at learning how to deal with salespeople! This is yet another reason why sellers must beware of reusing the same old clumsy sales techniques that buyers can quickly see through…

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Sellers Beware: Buyers Know What You Are Thinking!

]]> http://revolution.sellerinsights.com/2011/05/19/sellers-beware-buyers-know-what-you-are-thinking/feed/ 0 Don’t Get Squeezed Between Procurement And Finance http://revolution.sellerinsights.com/2011/04/13/don%e2%80%99t-get-squeezed-between-procurement-and-finance/ http://revolution.sellerinsights.com/2011/04/13/don%e2%80%99t-get-squeezed-between-procurement-and-finance/#comments Wed, 13 Apr 2011 21:21:22 +0000 ray collis http://revolution.sellerinsights.com/2011/04/13/don%e2%80%99t-get-squeezed-between-procurement-and-finance/ Sellers can unwittingly find themselves caught up in a power-struggle between procurement and finance.  This article shows how sellers can avoid getting squeezed in the middle. The cold war may be over, but relations between procurement and finance in many organisations are frosty.  This can have many undesirable consequences for the seller.  This article provides tips

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Don’t Get Squeezed Between Procurement And Finance

]]> http://revolution.sellerinsights.com/2011/04/13/don%e2%80%99t-get-squeezed-between-procurement-and-finance/feed/ 0 What’s On The Buyer Agenda? Behind The Scenes at Procurecon 2011 http://revolution.sellerinsights.com/2011/04/06/what%e2%80%99s-on-the-buyer-agenda-behind-the-scenes-at-procurecon-2011/ http://revolution.sellerinsights.com/2011/04/06/what%e2%80%99s-on-the-buyer-agenda-behind-the-scenes-at-procurecon-2011/#comments Wed, 06 Apr 2011 10:47:27 +0000 ray collis http://revolution.sellerinsights.com/2011/04/06/what%e2%80%99s-on-the-buyer-agenda-behind-the-scenes-at-procurecon-2011/ Just what is it that the people responsible for buying in some of the world’s largest organisations talking about at this time and what are the implications for salespeople and sales skills? To find out Ray Collis, author of The B2B Sales Revolution, goes behind the scenes at an exclusive gathering of buyers – Procurecon 2011 in London.

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What’s On The Buyer Agenda? Behind The Scenes at Procurecon 2011

]]> http://revolution.sellerinsights.com/2011/04/06/what%e2%80%99s-on-the-buyer-agenda-behind-the-scenes-at-procurecon-2011/feed/ 0 How To Avoid Being Beaten-Up By Buyers http://revolution.sellerinsights.com/2011/04/03/how-to-avoid-being-beaten-up-by-buyers/ http://revolution.sellerinsights.com/2011/04/03/how-to-avoid-being-beaten-up-by-buyers/#comments Sun, 03 Apr 2011 14:58:34 +0000 ray collis http://revolution.sellerinsights.com/2011/04/03/how-to-avoid-being-beaten-up-by-buyers/ Sellers expect to slug-it-out with other suppliers, but they may ‘lick the competition’ only to be beaten up by the buyer.  We asked sellers about their most bruising buyer encounters and the lessons that they offer

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How To Avoid Being Beaten-Up By Buyers

]]> http://revolution.sellerinsights.com/2011/04/03/how-to-avoid-being-beaten-up-by-buyers/feed/ 0 Buying Nirvana – Why Aren’t Buyers And Sellers Working In Harmony? http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/ http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/#comments Tue, 29 Mar 2011 15:35:57 +0000 ray collis http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/ Shouldn’t the spirit of co-operation and interdependence that exists between buyer and seller after the order is won, be present through-out the buying process? ‘Why does choosing a supplier have to be so difficult?’ asked the business unit head

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Buying Nirvana – Why Aren’t Buyers And Sellers Working In Harmony?

]]> http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/feed/ 0 Buying Nirvana – Why Aren’t Buyers And Sellers Working In Harmony? http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/ http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/#comments Tue, 29 Mar 2011 15:35:57 +0000 ray collis http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/ Shouldn’t the spirit of co-operation and interdependence that exists between buyer and seller after the order is won, be present through-out the buying process? ‘Why does choosing a supplier have to be so difficult?’ asked the business unit head

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Buying Nirvana – Why Aren’t Buyers And Sellers Working In Harmony?

]]> http://revolution.sellerinsights.com/2011/03/29/buying-nirvana-%e2%80%93-why-aren%e2%80%99t-buyers-and-sellers-working-in-harmony/feed/ 0 Prime Minister Lashes Out At ‘Procure-o-crats’ http://revolution.sellerinsights.com/2011/03/14/prime-minister-lashes-out-at-%e2%80%98procure-o-crats%e2%80%99/ http://revolution.sellerinsights.com/2011/03/14/prime-minister-lashes-out-at-%e2%80%98procure-o-crats%e2%80%99/#comments Mon, 14 Mar 2011 11:04:53 +0000 ray collis http://revolution.sellerinsights.com/2011/03/14/prime-minister-lashes-out-at-%e2%80%98procure-o-crats%e2%80%99/ Recent remarks by the UK Prime Minister show just how much procurement has become a political hot-potato. The UK’s Prime Minister lashed out recently at public sector Procurement Managers and Bureaucrats, or what you could call ‘procure-o-crats’.  David Cameron threatened to go to war with 3 group, as reported by The Guardian: • “The bureaucrats in government

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Prime Minister Lashes Out At ‘Procure-o-crats’

]]> http://revolution.sellerinsights.com/2011/03/14/prime-minister-lashes-out-at-%e2%80%98procure-o-crats%e2%80%99/feed/ 0 Behind The Scenes At Procurex – The Buyer Thinktank http://revolution.sellerinsights.com/2011/03/11/behind-the-scenes-at-procurex-%e2%80%93-the-buyer-thinktank/ http://revolution.sellerinsights.com/2011/03/11/behind-the-scenes-at-procurex-%e2%80%93-the-buyer-thinktank/#comments Fri, 11 Mar 2011 15:30:32 +0000 ray collis http://revolution.sellerinsights.com/2011/03/11/behind-the-scenes-at-procurex-%e2%80%93-the-buyer-thinktank/ Report This Post

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Behind The Scenes At Procurex – The Buyer Thinktank

]]> http://revolution.sellerinsights.com/2011/03/11/behind-the-scenes-at-procurex-%e2%80%93-the-buyer-thinktank/feed/ 0 Selling To The Bureaucratic Buyer http://revolution.sellerinsights.com/2011/03/10/selling-to-the-bureaucratic-buyer/ http://revolution.sellerinsights.com/2011/03/10/selling-to-the-bureaucratic-buyer/#comments Thu, 10 Mar 2011 12:40:52 +0000 ray collis http://revolution.sellerinsights.com/2011/03/10/selling-to-the-bureaucratic-buyer/ If buying is becoming more bureaucratic, then what are the implications for sellers? How can you sell more successfully to bureaucratic buyers?

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Selling To The Bureaucratic Buyer

]]> http://revolution.sellerinsights.com/2011/03/10/selling-to-the-bureaucratic-buyer/feed/ 0 Selling To Maverick Buyers http://revolution.sellerinsights.com/2011/03/07/selling-to-maverick-buyers/ http://revolution.sellerinsights.com/2011/03/07/selling-to-maverick-buyers/#comments Mon, 07 Mar 2011 10:12:13 +0000 RSS Feed http://revolution.sellerinsights.com/2011/03/07/selling-to-maverick-buyers/ Maverick buying has been outlawed in most organisations, even for relatively small, or routine purchases. That means sellers must sell both higher and smarter….

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Selling To Maverick Buyers

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