Plus ça change, plus c’est la même chose Has selling really changed in the “digital age”? We would answer by saying yes and no! Some things have not changed – see our sales manifesto – for what we believe are the core standards of high quality professional personal selling. Those elements of preparation, influence, integrity … Read more
The Good The Bad & The Ugly Dirty Tricks in Buying and Selling Many thanks to all of you who contributed to the “Dirty Tricks in Negotiation” survey – the results are FASCINATING! For example……. Both professions are prepared to lie (29.4% overall). BUT buyers are twice as likely as sales people … Read more
Sharing the spoils or spoiling the share? Following the launch of their Sales and Procurement Research in 2012, Anderson and David have written an article for the SAMA magazine, “Velocity”. This features best practice in strategic account management. SAMA is one of the key communities of businesses that manage very significant strategic accounts. You can … Read more
Following the success of our Birmingham open Selling to Procurement Workshop , we are running a second workshop on May 23rd in central London. For those of you in sales who regularly meet with buyers / procurement, this 1 day workshop will really help you to understand the strategies and tactics used by the function. … Read more
Hopefully by now you had chance to look at our recent Selling to Procurement research. Judging by the feedback we received, this definitely touched a nerve and we have had many requests to deliver workshops in house for clients. This has prompted us to develop two programmes for clients: Selling to Procurement Workshop A 2 … Read more
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 research, we decided that it was critical to help our clients better manage the relationship with professional buyers. This will be a great opportunity to find out what the implications of … Read more
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% of the sales people in our survey reported an increase in influence of procurement at their accounts. And with the ability to create client “lock in” declining from 51% to 43% … Read more
David Atkinson has written a really interesting article about how the procurement function sees sales people. You can accesss it here http://www.fourpillars.co/how-procurement-sees-the-sales-profession/ We will shortly be publishing the results of our “selling to procurement” survey – watch this space!