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 costs and benefits and the return on investment very important.  The implication for those selling IT is that a technically...

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 Jefferson’s Octopus In A Wheelbarrow!       Jefferson Thomas Jefferson, was a founding father, lead author of the Declaration of…

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 Sophistication The tide is rising in terms of the overall level of procurement sophistication.  The trend of more sophisticated…

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 Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise.  …

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 encourage customers to spend more. That is the strategy of UK retailer Sainsburys – one that became public recently…

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 the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many...

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 approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice...

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 success that is generally overlooked.  That is the health of the sales organization. Organizational Health – The New Sales KPI A…

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 the world's biggest and best companies. We wanted to understand the challenges they faced, the techniques they used and what...

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 poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some...

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 you were selling one of those very handy pen knifes that can do almost anything! Your believe in your...

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 of your position within key accounts. Doing this will enable you to identify opportunities to become a preferred, or...

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 it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room. In this...

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 or should control buyers and their buying decisions. That is a view that for many sellers is heresy. Do you…

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 detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer's more fundamental underlying…

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 tender response, with little interaction in advance, don't cast aside the basics of either solution or relationship selling. Learning To Live...

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 do his, or her job well. That means playing 'sales hopscotch' with the buyer's steps. Are You Slave 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 less rational-analytical dimension to the choice-making process. More importantly it shows how the seller can use this to sway...

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 quotations can have an important role in determining their success. What Choice Do You Offer? You have gathered the client's requirements,…

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 of instances – most opportunities are the result of the customer calling. In this insight we will explore the...

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