Blogs
Looking through the eyes of procurement…
Congratulations to the participants of our first ever open selling to procurement workshop that took place in Birmingham on the 4th December. There …
Big Data or Big Disaster – Social Media JPSSM Special Issue Summer 2012
The Journal of Personal Selling and Sales Management (JPSSM) dedicated its entire issue to social media research in sales this summer. It’s impossible to …
S2P Training Programme Released
Hopefully by now you had chance to look at our recent Selling to Procurement research. Judging by the feedback we received, this definitely touched …
Attend our S2P Workshop Birmingham Dec 4th
Our workshop to share our Selling to Procurement research is confirmed for December 4th 2012, to be held in central Birmingham. Following on from the …
Involved in implementing KAM in healthcare?
Anderson is very excited to be presenting at Henley Business School on 1st November regarding practical implementation of KAM strategies in healthcare environments. This …
Procurement is leading the arms race
Our client research, carried out in July 2012, has revealed that less than 1/3 of sales people enjoy their relationship with procurement. Furthermore, 88% …
Research update: The end of solution sales? HBR July 2012
The July / August edition of the famed Harvard Business Review features the headline grabbing article “The End of Solution Sales”. Is it really? …
Sales system analysis v5.0 brings massive advantages to SFE practitioners
v5.0 of the sales system analysis is ready following incorporation of the last 6 months of sales best practice research. We have now renamed …
Call to arms for sales people in S2P research
Many thanks to those of you who took part in the S2P research recently. The report is nearly finished and we’ll release it in …
Rekindling the fire
Many of the sales team have returned from holiday. Many are slowly deflating in the post-Olympics haze. Many members of the organisation are away, …
GL3D: 2 out of 3!
An ambitious target of 3 marathons off road in the high fells of the Lake District was never going to be easy…..Injury unfortunately struck …