Sell more in less time by taking control of your relationships with Procurement, and avoid becoming a boiled frog If you’re a B2B salesperson selling to large companies, you’ve probably noticed that Procurement shows up more often than they used to. And too often the outcome is fewer sales because you are prevented from differentiating […]
Selling to Procurement: 3 Secrets Procurement Doesn’t Want You to Know About
Discover three secrets of dealing with Procurement, that will help you sell more in less time. If you’re a B2B salesperson, you have probably bumped up against procurement departments a number of times. In this article, I am sharing insights about Procurement that will make those interactions a lot easier, and that will help you […]
How to Get Business Process Outsourcing Right the First Time
Business is becoming more and more dynamic. Gone are the days when you needed to build expensive development, manufacturing and logistics infrastructure to compete. That’s because almost any activity today can be outsourced. That brings with it flexibility and opportunities for small companies to scale much quicker than before, without having to incur huge fixed […]
Is Having Too Many Suppliers Slowing Your Company Down?
It’s costly and time-consuming to manage too many suppliers. It also introduces risks and has a negative knock-on effect on staff retention and revenue. Uncontrolled supplier proliferation is a red flag that generally operational processes and governance across the company may not be up to scratch. Fixing these issues could be a matter of life […]
5 Negotiation Tips That Deliver Win-Win Outcomes
Negotiating with suppliers can be tricky. You want to create win-win outcomes because making the other side feel like a “loser” is Old School. It’s outdated and it destroys, not builds, value long-term. But how do you create win-win outcomes when you are at the negotiating table? In this blog post I share some negotiation […]
- 1
- 2
- 3
- 4
- Next Page »
