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February 2012 - INFLUENCE - The Amycus Newsletter Sent Tuesday, February 14, 2012 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... How much do Procurement Managers get paid? How are bonuses calculated? Note from Wanda Feature Article Whenever I run courses on How to Sell to Procurement, it is surprising how many Sales Professionals think that the Procurement Manager on the other side of the negotiation table gets rewarded financially if they do a good deal. Unlike a […]

January 2012 - INFLUENCE - The Amycus Newsletter Sent Thursday, January 5, 2012 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... What makes people do the thing they do? The 6 human needs that drive behaviour. Note from Wanda. Feature Article A very Happy New Year to you all. As new business plans, targets and goals are being set - I decided to go back to basics and look at what makes people tick in the first place. When dealing with business relationships, […]

November 2011 - INFLUENCE - The Amycus Newsletter Sent Friday, November 18, 2011 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... The 3 Negotiations styles, when to use them and the problems inherent to each. Know when to compete, accommodate or collaborate and avoid common pitfalls. Note from Wanda. Feature Article We all expect to negotiate something when dealing with Corporate Procurement. At some stage in the sales cycle, the negotiation over price, […]

October 2011 - INFLUENCE - The Amycus Newsletter Sent Wednesday, October 19, 2011 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... The 6 signs that tell you a Request For Proposal (RFP) is not worth responding to RFPs are full of signals that give you an indication of whether you have a chance of winning or not. If you see 3 or more alarm bells you should seriously consider not bidding, as it is not worth it. Note from Wanda. Feature Article In a recent workshop on How […]

September 2011 - INFLUENCE - The Amycus Newsletter Sent Monday, September 19, 2011 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... Understanding Buying Styles For some buyers price is number one. For many more, price is much lower down the list, provided they see value for the price they pay. What you can do to steer the conversation away from price. Note from Wanda. Feature Article Have you ever noticed that some buyers ( IT Managers, Procurement Managers or […]

June 2011 - INFLUENCE - The Amycus Newsletter Sent Wednesday, August 31, 2011 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... Cost Reduction VS Cost Avoidance are like Gold VS Coal The 3 concessions during contract renewals that are like Gold Dust in the eyes of an IT Buyer. Are your negotiated offers contributing to your IT Buyer's savings target? Note from Wanda. Feature Article The next time you are meeting with IT Procurement ask them about their savings […]
August 2011 - INFLUENCE - The Amycus Newsletter Sent Friday, August 19, 2011 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... Why Procurement does not call you back and what you can do about it The 4 main reasons why Procurement does not return emails or calls What you can do to keep communications open Note from Wanda. Feature Article I recognize that one of the most frustrating situations Sales professionals can find themselves in is when the Procurement […]

July 2011 - INFLUENCE - The Amycus Newsletter Sent Monday, July 18, 2011 The Amycus Newsletter - Aimed at Software Sales Professionals ... INFLUENCE With Wanda van Gelderen In This Issue... Common Myths about IT Buyers The 3 myths and realities about what drives a Buyer's behaviour Note from Wanda. Feature Article It struck me, when I was discussing common assumptions with a Sales Director recently, that there are still lots of myths out there about IT Procurement Managers. I have selected the top three for this […]