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.
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’.
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.