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Shipley Asia Pacific
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Shipley Asia Pacific: Business Development - Support leaders improve their BD as a process, not a job description. e.g. full BD-CMM - aka Market Entry, Segment Positioning, Capture Planning & Coaching, Bid and Proposal Planning and Management, Customer Success Stories
Curated by
Jeremy Pollard
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Jeremy Pollard's insight:
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. 
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Jeremy Pollard's insight:
Ok - you own a sales process. Revenue targets. Sales Managers & reps, commission scheme, forecasting. Maybe even some lead generation. But for the last decade the biggest shift has been outside your control. And it's not your competitors. It is the rise & rise of the trained, professional buyer. Do yourself a huge favour. Read this book. Learn how the other side thinks. Understand why the procurement discipline is handing the old-school sales discipline a big can of whoop-ass.
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From
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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.
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