Selling To Procurement

Selling Higher – Are You Ready to Climb?

Selling Higher – Are You Ready to Climb?

The fact that decisions are being made at a higher level requires…

Introducing The Self-Contained Buyer!

Introducing The Self-Contained Buyer!

(a) Buyers Are ‘Doing It For Themselves!’ Buyers are increasingly self-contained.  They…

The Age of The Skeptical Buyer Has Dawned

The Age of The Skeptical Buyer Has Dawned

(a) ‘Sales Weary’ Buyers Buyers are more skeptical of vendor sales; people,…

Buying Gets Strategic!

Buying Gets Strategic!

Welcome to the new strategic buying!  Purchasing has been elevated from an…

The Business Case Is King!

The Business Case Is King!

One of the key trends of concern to sellers is the rise…

Today’s Buying Is More Structured Than Ever Before

Today’s Buying Is More Structured Than Ever Before

Most large organizations, and an increasing number of smaller ones, have a…

More Buyers Are Straitjacketed!

More Buyers Are Straitjacketed!

(a) Managers Loose Purchasing Autonomy Manager autonomy and discretion with respect to…

A Mahogany Buying Revolution Catches Sellers Off-Guard

A Mahogany Buying Revolution Catches Sellers Off-Guard

Two fundamental changes are transforming the way important corporate buying decisions are…

Why Last Year’s Sales Pitches Are Missing The Mark

Why Last Year’s Sales Pitches Are Missing The Mark

Seller’s cold calls, sales pitches and sales proposals are increasingly missing the…

9 Ways Buying Has Been Transformed

9 Ways Buying Has Been Transformed

In what amounts to a revolution, the buying decisions are being transformed…

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Who makes the buying decision