Get Started for FREE
Sign up with Facebook Sign up with X
I don't have a Facebook or a X account
 Your new post is loading...
Your new post is loading...
|
Scoop.it!
Business is being conducted differently than it was just twenty years ago. RAIN Group EMEA Practice Director Ago Cluytens shares how B2B buying behavior has changed and how you can stay ahead of the game.
Jeremy Pollard's insight:
Keep up or lose. Changes in buyer behaviour impact sales activity, as outlined in this perceptive summary by Ago Cluytens. These changes also impact heavily on bidding to #WinWork the sales or Business Development (BD) teams bring to Bid Managers. The procurement aware, collaborative, consultative, risk managing, value building sales people are in the box seat for a winning proposal - when they can pass on/share all these insights with the bid-team they need to summarise all this in a logical, coherent, persuasive form. 
|
Our most popular Shipley AP workshop starts with the fact that the best deal (according to the buyers stated criteria) on average is still only chosen in 48% of bid decisions.
Improving your win rate requires a BD and Capture process that builds your understanding of the buyers un-stated needs.
And this article by Deepak Malhotra is a timely reminder that many of these needs are emotional, and not necessarily about the content or subject material of the deal.