Bewildered By Today’s Buyers?
Buyers have rewritten the rules of modern buying. They are adopting an increasingly structured and indeed scientific approach to how buying decisions are made. The result is new steps, people and...
View ArticleSellers Look Out for Buyer Cold Feet
Sales people are increasingly learning that there is no such thing as a ‘sure thing’ sale. That is because as the sale approaches the buyer can get ‘cold feet’ and the salesperson may be the last...
View ArticleFinding Yourself In The Procurement Sandwich?
You can see the finishing line, and your sponsor is telling you they are ready to buy. So, it is that the many months of groundwork seem ready to pay off. You had allowed (in your costings) for the...
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