Procurement is more about selling than buying
Here is the way old school Sales People think about Procurement. ‘They are the enemy. They make me jump through endless hoops. If I can just get past..
Here is the way old school Sales People think about Procurement. ‘They are the enemy. They make me jump through endless hoops. If I can just get past..
We talk about customers having a Pain Point, well I received this letter recently from a Sales Manager who very eloquently expressed his own pain...
There has never been a time when more things have been changing at once in the world of B2B selling. Solutions are becoming more complex. Products..
Apparently the French like to buy their hand dishwashing liquid in large containers, 1.5 litres is quite usual. I confess I don’t do much dishwashing..
“It’s slow and it doesn’t function properly. We are going to have to redesign the way the government purchases digital – from soup to nuts. It’s..
I have written plenty of blogs about what customers expect of Sales People, so I thought it was about time we talked about what Sales People expect..
Death by falling in love! It may sound more like opera than complex B2B selling but this is what I call the phenomena of a Sales Person giving all..
Your Sales Process is a preview of what it is going to be like working with you. If you demonstrate your values you will not only make the Sales..
I am sure you already know about the Buying Centre, maybe you call it the Buying Group or Decision Making Unit and you may use different terminology..
I was asked recently how much more it costs to develop a customised training course rather than run one of our standard courses. So I looked..