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Tuesday, June 25th, 2019
When your competitors are floating in a sea of sameness you need to make sure you are waving not drowning. In the second of a series of articles in which Dr Simon Kelly and Dr Paul Johnston explore customer value and differentiation, they are joined by co-author Stacey Danheiser to ask: are you selling in a sea of sameness? In…
Wednesday, December 19th, 2018
How should KAM teams create impact and…
Monday, September 24th, 2018
How customer-centric are our salespeople? Numerous authors down the years have drawn attention to the fact that only a small percentage of salespeople exceed customer expectations. Is this because salespeople tend not to have the competencies that customers are looking for or are buyer expectations unreasonably high? Here we look at the actual data: three studies that have charted buyers’…
Friday, September 21st, 2018
Salespeople are having to work even harder to satisfy buyers across a whole range of metrics. The third edition of the State of Sales report from Salesforce.com’s research arm found that 72% of buyers expect vendors to personalise engagement to their needs, while 79% say It’s easier than ever to take their business elsewhere. Today, customer satisfaction (CSAT) is the…
Thursday, May 17th, 2018
A poll of 200 IT buyers and 74 suppliers from IT marketplace Probrand.co.uk has found that as many as 1 in 3 think they are getting good deals when it comes to buying IT. Indeed, the survey found that 85% of IT buyers believe that they don’t overpay for IT equipment. Yet additional research conducted using IT benchmarking application, KnowledgeBus…
Friday, September 22nd, 2017
Most learning models that encourage salespeople to adapt their selling styles to meet the needs of different buyer “types” don’t easily translate across to B2B selling scenarios. The author proposes a new model based on personal experience. The new model being proposed here provides a more practical learning tool, at least for those salespeople for whom it has been designed…
Sunday, April 23rd, 2017
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…
Saturday, January 28th, 2017
Bob Apollo on Building Scalable Businesses Long ago and far away, there was a time when “selling to the C-level” was a credible and often effective strategy. Dozens – maybe hundreds – of sales books were written on the subject. If you could successfully sell to the top, so the authors claimed, sales success would surely follow. Now, there’s no…
Thursday, January 28th, 2016
Research organization Forrester forecasts that 12% of all B2B sales in the United States will take place online by 2020. Last year, the company caused a few ripples when it predicted that the number of B2B salespeople in the United States would contract by one million over the next five years. In a recent report in the series, The B2B…
Saturday, October 31st, 2015
There are significant opportunities for salespeople to chase as the market opens up and customers search for increased value and innovation from suppliers, not just lower prices. That’s one of the principal findings from a global survey of buyers launched at the UK’s National Sales Conference in Coventry on 8 October. Introduced at the event by managing director Sam North,…
Saturday, July 4th, 2015
Development specialist TACK International is set to unveil the findings from the 7th edition of its “Buyers’ Views of Salespeople” study at the National Sales Conference on 8 October. Previous research identified that price is not always a key purchase motivator. A quarter of respondents indicated that a number of factors were ahead of price in determining their buying decisions:…
Saturday, April 11th, 2015
While most areas of business have changed in recent years, none has seen as dramatic a revolution as procurement and supply chain management, argues David Noble, CEO at CIPS. Speaking exclusively to the International Journal of Sales Transformation, Chartered Institute of Purchasing & Supply chief executive officer David Noble explains that the profession has had to change dramatically to keep…
