5 Steps for Dodging the Procurement Axe
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The anatomy of a great virtual sales call
Get the tech right and use these real-life best sales practices reimagined for your virtual sales calls and you’ll become a well-oiled sales machine.
What ‘Lord of the Rings’ dragon Smaug can teach us about procurement
The procurement department gains nothing by standing at the gate, unleashing bolts of fire and vicious whips of the tail at your company’s other departments. Evil Lord of the Rings dragon Smaug tried it, and [SPOILER ALERT] it didn’t end well.
Own your virtual sales call before you even get to the pitch
They’ve kept the world going, so it feels only fair we do meetings software a favor and learn to use them properly. Check out our virtual sales call tech advice, so you can smash your targets.
Challenge the creative
We’re trained from an early age that being wrong is a bad thing, and as adults – especially driven, motivated adults – we still worry about making a mistake. But failure is the foundation of innovation.
Start nurturing innovation
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Engage the disengaged
Polls suggest that only 30% of employees are actively engaged with their work, do you know what engages and inspires people most?
Talking about our generations
What is the secret to getting millenials working effectively?
No such thing as a fast buck
You’ve committed to building an innovative and creative environment for your employees but when your team have a great idea, how can you push it to be the first to market?
Get your team talking and inspire innovation
Many executives see innovation as a leadership issue: The big guns, employed at significant cost, are incapable of delivering what they promised but what about the team behind them?
Make tension work for you
Society suggests that tension should be avoided but understanding how to leverage the tension in meetings could be your super power
B2B buyers are changing
40% of B2B buyers say they waited longer to initiate contact with suppliers this year than they did last year.
B2B selling gone wrong
Bartner Group’s estimated studies suggest that 85% of commercial transactions will occur without the aid of a sales representative by 2019
Create your own goldmine
70% of employees are disengaged from their work. The cost to the US economy: between $450-550 billion
Flexibility is the future in B2B sales
Today’s web-savvy B2B buyers believe they know best. They’ve done the research. They know all the suppliers are alike. Now it’s all just down to the price.
Take the bull by the horns
The more-flexible dialogue-based approach to selling that we introduced in the last blog isn’t easy. In fact, it’s outside the comfort zones of many selling professionals.
The key to success with web-savvy buyers: Dialogue-Based Selling
Sales professionals are under intense pressure to differentiate themselves in a complex business environment. They face powerful web-savvy purchasing organizations and well-trained buying teams.
Increase price and boost business
Price increases are inevitable, so, how can you prepare your salesforce to have the inevitable price-increase discussion without damaging the relationships your company has with its clients?
Keep customers happy and keep your customers
Customer retention should be your top priority. Period. Here’s why…
Make contract renewal a sure thing
Salesperson clinches the deal, customer moves over to the account manager, renewal sales rep approaches the customer to renew… is a production line approach really the best way to nurture a customer experience that is going to see them come back year after year?
How to upsell and cross sell effectively
The moment of upsell. It’s now such a natural question that we don’t even notice it so let’s take a moment to review “How to upsell and cross sell effectively”
Courage in presentation tension
Glossophobia. Stage fright. Fear of public speaking. Whatever you call it, it’s very real.
Courage in negotiation tension
Tension makes many people nervous, and with nervousness comes more tension. In situations where we need a clear head, we fall into a self-destructive cycle that impacts our performance.
What bread, Apple and Yahoo can teach us about innovation
The reasonable man adapts himself to the world: the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.
Teamwork, constructive challenge and common purpose
Working closely with other people often creates serious emotional tension but look at what we’ve acheived through tense relationships
Where’s the love gone?
71% of B2B clients are emotionally and psychologically disinterested in the companies they do business with
Procurement wasn’t built in a day
Through the building of the railways to supplying the troops in the world wars, procurement has historically been a clerical job.
How Unilever changed procurements playbook
There is a new platoon in the buying world. The procurement department. A many-headed monster finely tuned to know everything about the art of buying and about the industry in which it works.
Today’s professional buyer: An intriguing mix of intelligences and abilities
Many who choose procurement as a career have an intriguing mix of intelligences and abilities. The buyer personality is not one to underestimate.
Everything sales needs to know about procurement officers
A new breed of professional: the procurement officer, the buying manager, or the purchasing officer. The new challengers to your sales team.
How to deal with the professional buyer
While all buyers bring their own set of challenges to the negotiating table, some take it to a whole new level.
Procurement KPIs and how to use them to your advantage
Top sales people know they must proactively engage professional buyers, and the best way to do this effectively is to understand their buyers’ strategic sourcing process and the role professional buyers play in each organization.
Give them what they need – not what they want
Procurement professionals often talk in wants but just listening to what buyers say they want prevents the sales team from drilling down to the underlying needs, which is where sales people must be to differentiate themselves, their solutions and their companies.
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To train for innovation we had to become innovative
Companies sell training and coaching initiatives which they claim will lead to innovation within the clients’ business but do they really?
Why sales training is pointless
Research shows that 90% of what we learn is forgotten within 30 days, how do you overcome the critical challenge businesses face to ensure that the training sticks?
Are your sales people Alsatians or Chihuahuas?
It may be that the entire organization is depending upon this sale to survive, the risk is high, what can you do?