15 Megatrends In Buying
You don’t need to be taken by surprise – that is because it is relatively easy to predict changes in how your customers buy. The Rising Tide of Procurement Sophistication The tide is rising in terms of the overall level of procurement sophistication. The trend of more sophisticated and more demanding buyers seems to be evident in most […]
Living In The Shadow Of Procurement
In one way or another what is happening in procurement will shape your future sales success. That applies even if you don’t have to interact with procurement today. The reality is that we are all selling in the shadow of procurement. Have You Escaped Procurement Thus Far? Many salespeople are oblivious to the role and […]
How To Sell To Cold & Reserved Buyers
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?
10 Commandments of Corporate Buying – The Implications For Sellers
What are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying. In this insight we will share with you the new rules and ethos of buying in large organizations.
Procurement’s Best Year Yet
We are confidently predicting that 2013 will be a great year for those on the opposite side of the table – the procurement team. Indeed it may be their best year yet. That is clearly good news for buyers, but it presents opportunities for sellers too.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
