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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.

Alignment – Procurement’s Great Balancing Act

Globalization places great demands on the supply chain, in particular the challenge of aligning demand and supply. The requirement is to maximize product...

Why CPO’s Get Upset Watching The News

What you own you control, but big corporations no longer own large chunks of their production process, or supply chain. They are increasingly dependent...

Do You Know Why Procurement Really Matters?

Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly selling to procurement this myopia can result...

The New Love Affair Between CEOs and CPOs

Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its...

Can You Think Like A CEO?

Do you know what is on the mind of the CEO, or indeed the CFO in the organizations you are selling? It...

Living In The Shadow Of Procurement

In one way or another what is happening in procurement will shape your future sales success. That applies even if you don't have to...

It is Time To Re-think Procurement!

It is our mission to get more sellers exercised (maybe even excited) about trends in procurement. But that requires a fundamental re-think of...

Procurement’s Best Year Yet

We are confidently predicting that 2013 will be a great year for those on the opposite side of the table – the procurement team....

What Are Your Buyers KPIs?

Knowing the buyer's KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. As salespeople you and I...

Procurement: The Corporations New Bankers!

The credit crunch forced businesses to look for new ways to access funding for their business. Enter procurement – the organisations new banker! Most...

Can You See Your Deals In 3D?

A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances...

The Procurement Oscars’ – Our Nominations

Recognizing Procurement Best Practice We recently made our nominations for the EPIC Awards – the equivalent of the Oscars for indirect procurement. They include; P&G,...

8 Reasons To Love Procurement

I love sales. But, to be honest if I was starting my career over I would be very tempted to go to other side...

The Era of Avoiding Procurement Is Over

Collaboration with procurement is the future of selling – that was the clear message from research just published by ESR Research and The Bay...

Is The Buyer Struggling Unnecessarily With Your Pitch?

Many sellers are unknowingly doing things that make it harder, rather than easier for the buyer to buy. They are making simple mistakes...

The Cost Of Bad Sales Leadership

There is an X Factor among sales teams that is over looked. It is that of leadership in the form of the sales manager. A...

When Sales Managers Become Micro-Managers

Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager's...

Sellers Beware: The Procurement Gap

There is often a gap between how the buying decision should be made and how it is actually going to be made. That is...

48 Shades Of Grey In Buying

What your buyer is thinking and how he, or she is feeling about the decision are two different things. As salespeople we need to...

SALES SABATOGUE: When Politics and Internal Divisions Retard Sales

You have often heard the saying; 'a house divided among itself will fall'. The same is true of the sales organization. However,...

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