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As professional business people it is incumbent on us to understand what steps are involved in our customer buying process, what activities will take place in each step and who will be involved across the process…

Let me start by saying that I’m something of a heretic, especially when it comes to business. Some would say that I’m outrageously opinionated, and that listening to my crazy ideas could get you into a lot of trouble.

If price were the deciding factor in procurement, sales would be simpler and quicker. But it’s more complex than that…

If you are still a salesperson in 2010, firstly congratulations – here are 5 recommended strategies you can employ towards getting on top of your target this year.

Following on from my last blog on the role of procurement I wanted to share some insight and strategies to help identify a win-win outcome with procurement.

Amongst senior sales professionals, the word “procurement” typically brings an emotive response, usually in the negative. There are two reasons for this…

Their ambition was to design models of how effective people do things and to transfer that knowledge to others. They began their studies in 1976…

Do you need to build a telesales script or a sales presentation? Here is an easy to follow plan to build your script or a presentation; take time to answer the following nine hidden buyer questions.

Sales professionals often refer to the Selling process having a number of stages/steps. For some there is the notion that successful selling is about “winning orders” from prospect customers by any means necessary.