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Ray Collis

Ray Collis
Ray Collis is a Business to Business sales coach, sales trainer, Director and Buyer Research Practice Lead of The ASG Group - recognized among the Top 5 sales training organizations worldwide in terms of overcoming the challenges in B2B selling to procurement, or the sophisticated buying organization (ES Research Group). Ray is co-author of several books, including The B2B Sales Revolution and QuickWin B2B Sales, and also of the sales blog Buyer Insights.

Sellers Beware: The Project Behind The Purchase

Behind many big purchases is a project. Indeed the purchase itself may be a project, with a set of steps, a project team,...

Are You Only The Tip Of The Iceberg?

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...

9 New Ways To Nudge Your Customer To Buy

More information is simply not enough to get the buyer to across the line – we all know that. If it was then...

Understanding Buyer Psychology

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...

Helping Your Customers To Justify Their Decisions

Sellers must make sure that the buyer is in a position to justify the decision. Otherwise the risk of a stalled deal increases...

What Is The Cost Of An Extra Supplier?

The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer...

Is There Pressure On Your Buyer’s Numbers?

'What is the pressure on your buyer's numbers?' As a salesperson that is an important question for you to ask. It can help...

Selling To Busy Buyers: What’s Your Decision Simplification Strategy?

Research into the science of decision making tells us that customers often simplify the basis on which buying decision are made. It is important...

Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities

Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering fully on promised savings a challenge. That presents...

Taking Collaboration With Your Customers To A New Level

There is a new measure of buyer – seller collaboration. It is called Sales & Operations Planning (S&OP). Those sellers who can integrate effectively...

Sellers Look Out: It’s Open Season On Sacred Cows!

In the relentless march of procurement, it is open season on so called 'sacred cows'. So, if your relationship with a key account depends...

8 Trends That Will Rock Your World

How organizations buy is changing – we all know that. In this insight we will examine the key procurement related changes that will rock...

So You Think You Know The Customer’s Buying Process?

Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see...

Finding Your Hidden Sources Of Value

There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your...

Analyze This! The Role Of Analysts In Making The Shortlist

With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers....

Time For A New Perspective On Key Account Management (KAM)

Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this insight we will challenge you to adopt the...

Test Your Knowledge Of The Key Trends In Buying

How well do you understand the key trends in buying? That is the trends that are changing how your customers buy. ...

What ‘Know Your Customer’ Means In 2013

Know your customer has a new meaning. In this era of stalled buying decisions and increasingly complex buying processes sellers cannot really know their...

Why Only Hard Savings Can Close The Deal

Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction. However,...

Globalization Makes Procurement King!

Globalization has been the dominant economic trend for more than two decade. Not only has it fundamentally changed the world we live in, but...

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