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…
As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible.
The Ultimate ‘NO’ and How to Overcome It
by Ray Collis - No Comment
Buyers: Don’t be a Skinflint!
by Ray Collis - No Comment
Selling in the Cloud – Building the Business Case for Your Solution
by Ray Collis - No Comment
Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
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15 Megatrends In Buying
by Ray Collis - No Comment
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog:
