Did you miss your sales target last year?
💡 Here's why: A Transaction Takes Place When Value Exceeds Price.
When I started my Sales career back in 2009 I wasn't very good at negotiating.
I use to negotiate against myself thinking that the cheaper I went the more likely the Buyer would buy so I just get knocking '000s off the price.
Little did I know that a transaction takes place only when value exceeds price; no matter the price. The losses I experienced set me on the pathway to pursuing the fundamentals of the Consultative Sales Approach.
Asking questions and listening to the prospect's answers allowed me to find the value in the transaction that had Purchasers sticking to our sales proposal without much negotiation - because I had identified the value of the transaction.
Here are 3 reasons why sales targets get missed, and 3 things you can do to be more successful in your sales process.
Why you lost deals in 2024:
1️⃣ Ignoring Procurement’s Role:
Sales teams focus on decision-makers but forget Procurement controls the spend.
2️⃣ Poor Value Alignment:
You’re selling features, but Procurement wants solutions that deliver measurable value.
3️⃣ Lack of Trust:
No relationship = no partnership. Procurement won’t champion you if they don’t trust you.
How to Win in 2025:
✅ Understand Procurement’s Priorities:
Cost, compliance, and supplier risk. Tailor your pitch to align with these.
✅ Prove Long-Term Value:
Build a case for ROI with data, not fluff. Show how your solution solves their pain points.
✅ Be a Partner, Not Just a Vendor:
Foster open communication. Help them succeed, and they’ll help you close deals.
Have a great, successful financial year.
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About Us
"Finding Diverse Suppliers is time-consuming as the process today involves researching against multiple databases."
Founded in 2019, Kaleida International is a B2B marketplace for Tenders connecting Buyers to Suppliers, and Diverse Suppliers. With a focus on helping the Chief Procurement Office achieve its ESG goals, and alerting companies to new revenue opportunities, Kaleida's fully-inclusive platform helps Buyers find, identify and assess Diverse Suppliers they can invite to Tender.
In 2024 Kaleida will publish £600b in both Public and Private sector tenders for suppliers, and Diverse suppliers to apply to. By increasing access to commercial opportunity, we believe we can drive equality through providing access to economic parity.
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