EU Buyers Get A Lowly Pass Grade
The EU Commission spends approximately €120 billion annually. Yet, its auditors report ‘material errors’ in respect of categories amounting to 53% of that expenditure.
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- How Buyers Buy
Selling To Busy Buyers: What’s Your Decision Simplification Strategy?
Research into the science of decision making tells us that customers often simplify the…
Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive…
Taking Collaboration With Your Customers To A New Level
There is a new measure of buyer – seller collaboration. It is called Sales…
- Why Buyers Buy
Understanding Buyer Psychology
Buying decisions are generally more complex than they may at first appear. We look…
Helping Your Customers To Justify Their Decisions
Sellers must make sure that the buyer is in a position to justify the…
Is There Pressure On Your Buyer’s Numbers?
‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an…
- Who Makes The Decision
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers…
A Portrait Of The Modern Buyer
We don't know of a visual that more accurately reflects the new realities of…
How To Make The Category Manager Your Friend
Organizations are increasingly structuring their procurement in terms of key categories. This new state…
