10 Questions That Reveal What You Must Do To Win The Sale
The professional salesperson is a student of buying. This is particularly important at a time when buying decisions have become increasingly complex. The success of a deal depends on understanding now only how the buying decision will be made, but also the business decision that so often underlies it. With this in mind we have put […]
Today’s Buying Is More Structured Than Ever Before
Most large organizations, and an increasing number of smaller ones, have a defined buying process. These processes are increasingly structured and indeed sophisticated. (a) More Sophisticated Buying Organizations have never been better, or at least more careful at buying. In particular, when it comes to major purchases they are applying greater rigor and sophistication to […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
