Sellers: Are You A Control Freak, or A Puppet On A String?
Balancing Leadership With Control In The Sales Cycle
There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable?
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.
The Perfect Storm: 8 Trends That Will Rock Your World
How organizations buy is changing – we all know that. But as a seller how to know exactly what is on the horizon in your key customer, or prospects? In this insight we will examine the key procurement related changes that will rock your world and help you predict when they will happen.
Test Your Knowledge Of The Key Trends In Buying
How well do you understand the key trends in buying? That is the trends that are changing how your customers buy. Take a short quiz to find out.
How To Avoid A Supplier Cull?
The culling of suppliers continues unabated. Indeed, those organisations that have not consolidated both suppliers and SKU’s are clearly out of line with best practice. So, as a seller are you at risk and, if so, how can you avoid a supplier cull? Creeping Supplier Proliferation It is a truism that the list of suppliers […]