Finding Your Hidden Sources Of Value
There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.
Analyze This! The Role Of Analysts In Making The Shortlist
With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers. But what impact will that have on the number of enquiries to your business? In this insight we discuss some of the requirements of working with analysts.
What ‘Know Your Customer’ Means In 2013
In this era of stalled buying decisions and increasingly complex buying processes sellers cannot really know their customers without understanding how and why they buy.
Why BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. ‘BANT is no longer enough’ he proclaimed.
The New Love Affair Between CEOs and CPOs
Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to boost the bottom line has earned it a position of influence and power. Little wonder then that procurement is the CEO’s new best friend. Strategies for Low […]
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