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Use The 7 Step Buying Model To Predict Your Customer's Next Steps & Improve Your Prequalification, Forecasting and Closing Rate. Read More

Everybody knows that selling to the public sector is different to selling to the private sector. But the old public-private dichotomy is blurring and that means sellers should be cautious about letting it prejudice their sales process. Read More

Sales tools and CRM systems are vital to productivity and sales effectiveness for b2b sales organizations... Read More

In our work as coaches to 100s of sales managers, we have found 4 things that really bug them. For greater sales success they have to tackle these issues. Read More

Most sales teams have high performers, yet they treat them the same as everybody else, because when it comes to selling too many managers don’t have an A-team. In this article we will provide some tips on boosting sales by identifying and developing your sales ‘A-Team’. Read More

There are many things about modern buying that frustrate, even annoy, salespeople. Top of the list is buying rules and procedures. In this whitepaper we will look at rules and procedures from the buyer's perspective. In doing so, we will see that sellers should learn to play by the rules. Read More

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