Why BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. 'BANT is no longer enough' he proclaimed.…
Why Only Hard Savings Can Close The Deal
Sellers are not the only ones obsessed with making their numbers. Buyers…
The Ultimate Challenger Sale
In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level - to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned.…
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
Procurement wins friends because it can deliver additional profit to the bottom…
Procurement: The Corporation’s New Bankers!
The credit crunch forced organizations to look for new ways to access…
Show Me The Money! A Challenge Shared By Buyers & Sellers
Numbers are increasingly a part of today’s complex sale. Yet they can…
Why Win-Loss Reviews Should Be Written
Our deal narratives – the stories we tell ourselves and others about…
