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?
Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly selling to procurement this myopia can result in avoidable frustration, not to mention lost sales! Are You Indifferent To Procurement? Salespeople/sales teams are often taken by surprise at the growing power and influence of procurement within their customer [...]