Selling To Procurement

Why Decentralized Buying Is Dead!

Why Decentralized Buying Is Dead!

Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to…

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

Why Earlier Is Better: Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and…

Living In The Shadow Of Procurement

Living In The Shadow Of Procurement

In one way or another what is happening in procurement will shape…

What Is The Cost Of An Extra Supplier?

What Is The Cost Of An Extra Supplier?

The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you. …

How To Sell To Cold & Reserved Buyers

How To Sell To Cold & Reserved Buyers

Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?…

Do You Know Why Procurement Really Matters?

Do You Know Why Procurement Really Matters?

Few salespeople understand how much procurement really matters to the organization. Even if…

How To Avoid A Supplier Cull?

How To Avoid A Supplier Cull?

The culling of suppliers continues unabated. Indeed, those organisations that have not…

How Good Procurement Improves The Balance Sheet

How Good Procurement Improves The Balance Sheet

Procurement wins friends because it can deliver additional profit to the bottom…

It is Time To Re-think Procurement!

It is Time To Re-think Procurement!

Why the companies you love, love procurement. …

What Are Your Buyers KPIs?

What Are Your Buyers KPIs?

Knowing the buyer’s KPIs is essential if you really want to understand…

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