The buying revolution requires a more advanced, mature and sophisticated relationship than before between buyer and seller. It requires a partnership of equals, built around a steady progression from dependence to independence, and onwards towards interdependence…
Recent remarks made by The UK Prime Minister show that the debate around public procurement has become something of a political hot potato…
Buyers gather at Procurex in Birmingham’s NEC – on the agenda is how to buy better. Ray Collis, Author of the B2B Sales Revolution visits the event for Seller Insights to find out the implications for salespeople – sales strategy and sales skills.
If buying is becoming more bureaucratic, then what are the implications of this for sellers? We asked sellers to share their tips on how to sell more successfully to bureaucratic buyers…
Maverick buying has been all but outlawed in most organizations, even for relatively small or routine purchases. Managers today know that, if they want to spend their company’s money, they are going to have to play by the rules…
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