Is Procurement a “friend or foe”? B2B sellers globally struggle with this seemingly simple question. The answer depends on many factors including geography, industry, regulations, the product your selling and company policy. Conventional wisdom has been to avoid Procurement and sell directly to end users by selling value. This is often sound advice and […]
Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo. Sellers have learned through trial and error to never underestimate the power of internal […]
Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride. In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize […]
