What is it that any team dealing with procurement – especially when it’s a complex sale – needs to know? We’ve brought together some of our tips from the last year to explore this very question.
Is selling in the virtual world really that different? I thought it might be helpful to expand on why I think some things haven’t changed.
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
There are a number of steps we follow to ensure a great virtual coaching session. Here are our 5 top tips.
Businesses might be familiar with planning on a gradually evolving basis, modelling a small number of variables each year. But the current circumstances call for something more radical.
For many years those confident extroverts have been the ones getting all the airtime. Remote working is changing that and the introverts might now get their opportunity.
Our graphic facilitator, Emma, has sketched a great reminder of the top 5 tips for running excellent remote workshops.
Don’t cancel large gatherings during lockdown, just follow Caroline’s tips for running excellent remote workshops.
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.