Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Buying IT has changed. It is now as much a business decision as a…
The much publicized failure of one of the world’s largest iPad contract represents another…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The…
Buying IT has changed. It is now as much a business decision as a…
You don’t need to be taken by surprise – that is because it is relatively easy to…
Some organizations don’t do team work very well. That is a problem in the…
Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
What are the principles of world-beating solution selling? Well, here communicate them using a…
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.…
You don’t need to be taken by surprise – that is because it is relatively easy to…
Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…
Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office…
Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is the fear of being talked into buying the wrong solution. For the salesperson it is the fear of missing target. Rather than working together for a win-win outcome, both sides are often pulling against each other. However, […]
The Ultimate ‘NO’ and How to Overcome It
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Buyers: Don’t be a Skinflint!
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Finding Your Hidden Sources Of Value
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Sales Training Under The Magnifying Glass
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A Better Way Of Asking For The Order
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The Most Dangerous False Assumption In Selling!
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Peter Viljoen: How To Influence The Buyer’s Choices
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the Senator: Understanding Buyer PsychologySocialSenator: Finding Your Hidden Sources Of Value
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