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Salespeople who understand the buyer more, sell more. That is clear to see from our benchmarking data, as well as our direct experience. But an intellectual understanding of the buying decision is no longer enough... Read More

Will proposed changes to public procurement regulations at EU level, make it easier, or more difficult to win public sector contracts? In this article we review the various changes to public procurement that are presently being considered. Read More

Today's buyers are hell-bent on cutting cost. However for sellers that need not be all bad news. In this whitepaper you will find out how cost reduction is something that can now unite, rather than divide buyer and seller. Read More

Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. But if buyers are focused on benefits realization, then s Read More

We have been working with the sales team of a very large organization to revisit sales priorities, improve sales effectiveness and reinvigorate sales activity. Read More

Few buyers approach the purchase decision without some estimate of what they are likely to have to spend. That estimate, whether it is well informed, or not, has a major impact on eventual price negotiations with the seller... Read More

Almost every salesperson has had the experience of being 'beaten‐up by a buyer'. Indeed, with the fundamental shift in the balance of power in favour of buyers, selling has become an increasingly bruising activity. Read More

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. Read More

A think tank of 26 successful consultants offers their top 7 tips on getting new customers for your business. Read More

In the mist of all the doom and gloom here are 5 tips managers are applying to gain a higher proportion of a smaller number of orders during the slowdown and be primed and to be ready when the downturn is over. Read More