GET YOUR PROFESSIONAL SERVICES PITCH STRATEGY RIGHT
We get asked to support a range of pitches from those worth a few thousand $ up to those worth 10’s of $millions. But what does it take to get the pitch strategy right?
WINNING NEW OPPORTUNITIES IN PROFESSIONAL SERVICES – 3 TOP TIPS
Find out what it takes to win new opportunties in professional services in this blog from John Moss.
KEY QUESTIONS FOR ANY ACCOUNT PLAN – PART 2
Here’s the second batch of questions to set you thinking about how to evaluate how effective your account plans are.
KEY QUESTIONS FOR ANY ACCOUNT PLAN – PART 1
Having an effective account plan is a great start for building long term business relationships. Here is the first of two short pieces with questions which we think will enable you to check how effective your account plans are.
#5toptips FOR NEGOTIATING WITH THE PROFESSIONAL BUYER
We often get asked how modern-day category managers think, and what is it about their practices that can create such tension in customer-supplier relationships. Here, David Atkinson discusses the complex subject of professional procurement and how Sales Account Managers can improve their negotiation strategy.
3 WAYS TO BUILD BUSINESS RELATIONSHIPS WITH PROCUREMENT
What strategies do your Sales Account Management teams have in place to win your next contract? How do they work with sophisticated procurement departments? In this blog post we discuss three of our top tips for building successful sales relationships with the ‘professional buyer’.
5 WAYS TO HELP YOU CREATE A BUSINESS STRATEGY THAT WORKS
Are we always clear and consistent on what a strategy actually is and what it is there to achieve? Richard Goodson discusses the importance of having an actionable, goal-orientated business strategy in place and how to avoid common mistakes in strategy development.
CADI QUESTION FRAMEWORK
The best sales people don’t shy away from asking the difficult and uncomfortable questions. Find out why an excellent question framework is critical to sales success.
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