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Tuesday, May 26th, 2020
Identifying a B2B buyer’s post-decision “cognitive states” – consonance and dissonance – and how to accommodate them. Cognitive dissonance is experienced when a person suffers from the unpleasant and conflicted state of being “in two minds about something” – in other words, concurrently holding two or more contradictory cognitions (ie, perceptions, attitudes or beliefs). The concept became popularised among marketers…
Tuesday, June 25th, 2019
Royal Caribbean Cruises have been presented with the APS Investor in Sales award for passing the professional registration assessment. Professional registration with the APS demonstrates a commitment to ethical selling and the Investor in Sales award is granted to sales teams when more than 50 percent pass an exacting test. So far, more than 130 salespeople in the company’s pan-European…
Tuesday, June 25th, 2019
The Association of Professional Sales held its first meeting in francophone Africa on 19 June. The inaugural event in Dakar, Senegal, featured a presentation by Emmanuel Delvaux, Global Sales and Marketing Director, Schlumberger. Delvaux, who also doubles as International Development Manager of the APS, discussed “The art of negotiation: what challenges for a win-win approach?” Meanwhile, in the UK, the…
Wednesday, November 30th, 2016
The truth may hurt, but being a good loser is a key strategy for future success. Business has been using client feedback to sharpen performance since the year dot and Loss Reviews have long been part of the competitive sales cycle. But the process fell out of favour with many corporates because the information it provided wasn’t valued – why…
Monday, April 4th, 2016
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,…
Thursday, October 1st, 2015
RESEARCH SOURCES Independent win-loss reviews commissioned by PRP clients between 2012-2015. More than 100 individual companies interviewed, all in B2B arena. 80 %+ independent win-loss reviews commissioned by chief sales officer, occasionally the CEO. Business sectors: technology, process outsource, finance, engineering support services and electronics. Geographies: UK, Europe, APAC and North America. Almost all clients chose to review specific deals…
