How To Make The Category Manager Your Friend

Posted by Ray Collis Buying Team, Who Makes The Decision Saturday, May 28th, 2011

Organizations are increasingly structuring their procurement in terms of key categories. This new state of play presents a range of opportunities, as well as challenges, for the seller. Above all else, it means the salesperson must work to make the category manager his or her friend. The following article shows how this can be achieved…

Sellers Beware: Buyers Know What You Are Thinking!

Posted by Ray Collis Buyer-Seller Relations Thursday, May 19th, 2011

Buyers these days are increasingly well-prepared for their interactions with sellers. Indeed, some are even going so far as enrolling in courses specifically aimed at learning how to deal with salespeople! This is yet another reason why sellers must beware of reusing the same old clumsy sales techniques that buyers can quickly see through…

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