Sunday, April 23rd, 2017

Understanding the buying mind-set

Three easy-to-remember quotes from buyers will help get you on their wavelength. Let’s be honest: nobody likes being “sold to”. We like to think that we are controlling the buying cycle, whether it’s a personal purchase or a corporate procurement. If we experience “blatant” or “clumsy” sales tactics, then we react badly; but, if we feel the salesperson is contributing… 


Monday, April 4th, 2016

The impact of intelligent Win-Loss processes

You may have lost the bid but taking the trouble to find out why helps build trust. There’s a growing interest in the value to be gained by conducting detailed Win-Loss analyses: the statistics we shared in the October 2015 edition of the Journal (see page 58) caught the attention of readers and when they were later shared online. However,…