What Are The Buyer’s Next Steps?
Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.
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 High Can You Climb To Communicate Your Value?
You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. You want it to matter – you want it to be seen as ‘strategic’. But when it comes to buying decisions, what is strategy and how can you connect with it?
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.
Alignment – Procurement’s Great Balancing Act
Globalization places great demands on the supply chain, in particular the challenge of aligning demand and supply. The requirement is to maximize product availability and supply flexibility while minimizing costs, inventory and investment levels. This is no easy task and one that relies on the development of a highly skilled, integrated and collaborative; procurement, supply […]
Globalization Makes Procurement King!
Globalization has been the dominant economic trend for more than two decade. Not only has it fundamentally changed the world we live in, but it has changed procurement and buying too. The Globalization Of Procurement Globalization is the high-octane fuel propelling procurement to new levels. It has transformed procurement’s role, scope and importance, transforming it from […]
Do You Know Why Procurement Really Matters?
Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly selling to procurement this myopia can result in avoidable frustration, not to mention lost sales! Are You Indifferent To Procurement? Salespeople/sales teams are often taken by surprise at the growing power and influence of procurement within their customer […]
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 […]
How Good Procurement Improves The Balance Sheet
Procurement wins friends because it can deliver additional profit to the bottom line, but that is not enough. To satisfy investors procurement goes one step further. This is important for sellers to understand, it can help transform a sales proposal into a compelling business proposal. Why Investors Love Procurement To understand the full impact of […]
Procurement: The Corporation’s New Bankers!
The credit crunch forced organizations to look for new ways to access funding their growth and survival. Then enter procurement – the organisation’s new banker! Most people are worse off since the global credit crisis. There is one notable exception however. That is procurement! Procurement has become the new organisational banker. Its role has expanded […]
8 Reasons To Love Procurement
I love sales. But, to be honest if I was starting my career over I would be very tempted to go to other side and become a supply management professional. That says a lot about the present and the future of the procurement and supply management industry. I was invited back to my old Alma […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
