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This is the age of the Utilitarian or Economic buyer and the Cost-Benefit Analysis, where buying decisions are all very rational - or are they? Read More

Salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for the relationship sale? Read More

Do you understand the buyer's longer term strategy for the purchase of your products and services? In this whitepaper we will use a model normally hidden from salespeople to illuminate your buyer's next move, and help you to shape your customer's buying strategy. Read More

Picking a sales training provider or training programme is not easy. Based on our training research and analysis, here are a few things you might need to know. Read More

The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse auctions and assess the implications for your business. Read More

Using traditional sales techniques can cause the lack of buyer trust. Buyer-focused sales training can help you understand the buying process and sell more. Read More

If you want improved sales performance then traditional sales training on its own is not enough. Managers told us the secrets behind successful training. Read More

In this whitepaper we look at the reasons why sales deals get stalled at the last minute and what sellers can do to prevent it. Read More

Buyers are shaving supplier margins by adopting an incremental and yet relentless approach to getting what they want. The sales negotiation technique in question is the aptly named "salami technique". This sales article provides tips on how it can be managed. Read More

Just as sales organizations have embraced sales systems to improve how they sell, buying organizations have implemented procurement systems to improve how they buy. But the use of procurement systems have many implications for sellers. Read More