Added on September 22, 2014
Buyer Journey , Buyer Research , Buying Decision , Buying Process , Ray Collis , Sales Closing Skills , Sales Performance , Sales Tips , The Asg Group
Buying decisions are often a lot more complex than sellers realize. They can involve up to 5 stages – many of which do not involve the salesperson. That has real implications for getting the deal across the line.
Added on June 10, 2013
John O' Gorman
Engineering & Design , EPC , PePC , Supplier Collaboration
In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order. Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money. In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]