How do I shorten my sales cycle?
How do I increase my average deal size?
How do I recruit the right clients?
How do I build a value proposition on the spot?
How do I negotiate better?
The increasing ubiquity and consumerisation of technology has fundamentally changed the way we trade. Pull not push. Buyer centric instead of product centric. Flexible rather than rigid. We’ve entered an age of continuous reinvention and value creation. Where value is no longer defined by tangibles, like products. In this services dominated world, individuals have to create the value in the context of their buyer not the product.
Our clients have experienced first hand that the traditional approach to selling IT products and services doesn’t work anymore. That it requires a fundamental transformation to deal with such disruptive market forces.
BUYERnomics™ acknowledges the impact that these market forces have had on tech selling and marketing and provides a framework for a new approach to IT sales. One that is focussed on facilitating an individual’s buying process.