Ray Collis

Selling in the Cloud – Building the Business Case for Your Solution

Buying IT has changed.  It is now as much a business decision as a technology decision and that makes the financial analysis of the...

Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level

What are the principles of world-beating solution selling?  Well, here communicate them using a rich metaphor – one that you won’t easily forget.  It is...

15 Megatrends In Buying

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...

Could The iPad Kill Solution Selling?

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...

Want Your Customers To Spend More? Then don’t do this!

The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more. The ‘Spend More’ Strategy The first strategy is to...

53% of IT Sellers Have Their ‘Heads In The Clouds’

When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in...

Selling To Teams: Lessons From Sport

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...

How Healthy Is Your Sales Organization?

Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales...

9 Habits of Highly Successful Key Account Managers

We have been conducting an in-depth study of global KAM trends since early 2013, engaging with key account managers who sell into some of...

Selling Higher: Your Essential ‘C Level’ Glossary

The reality is that today's more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That...

Why A Swiss Army Knife Won’t Help You Sell!

Like any salesperson you are tempted to say 'yes' – 'yes it will do this', 'yes it will do that'. It is like...

KAM Strategy: Analyzing Your Key Account Portfolio

Strategies To Strengthen Your Key Account Relationships Key Account strategies are more important than ever before. But the strategy must be based on an analysis...

Taking Hospital Procurement To The Emergency Room

Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and...

Sellers: Are You A Control Freak, or A Puppet On A String?

Why So Controlling? There is a member of the team at buyer insights that gets 'hot under the collar' at the notion that sellers can...

The Customer’s Hidden Agenda

Is Your Needs Analysis Only Scraping The Surface? What if your needs analysis is only scraping the surface? It may be effective in capturing a...

Sellers: Don’t Wimp Out Because Of Their Process!

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...

Sales Hopscotch: Turning Buying Process To Your Advantage

Buying has become increasing structured and process-driven. But adopting a a non-linear view of buying process is important if the salesperson is to...

How To Influence The Buyer’s Choices

Your customer will weigh up the alternatives and select the the best price-value mix, right? Well, perhaps not always. Research suggests that there is...

The Importance Of Offering Options In Your Sales Proposals

Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and...

Are You Waiting For The Customer To Call?

Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only a minority...

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