John O' Gorman

Why Decentralized Buying Is Dead!

Why Decentralized Buying Is Dead!

Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to sell to the local plant or facility of a global corporation. That is because in most large organizations decentralized buying is dead, or at least dying.  So, if you are selling at the edge of the organization, […]

 Ray Collis

The Perfect Storm: 8 Trends That Will Rock Your World

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.

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The latest research on how buyers buy
Who makes the buying decision