Insights

How to deal with the professional buyer

Today, many professional buyers are willing to share control and enter meaningful, collaborative discussion about products and solutions, but others pose a much greater challenge to selling lowest total cost solutions. While all buyers bring their own set of...

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Everything sales needs to know about procurement officers

by Ron D'Andrea Share Day in, day out, sales teams come up against a relatively new breed of professional: the procurement officer, or the buying manager, or the purchasing officer. “Buyers are the people responsible for sourcing, selecting, developing, and...

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How Unilever changed procurements playbook

by Ron D'Andrea Share “If you know the enemy and know yourself, your victory will not stand in doubt.”―Sun Tzu,The Art of War There is a new platoon in the buying world. The procurement department. A many-headed monster finely tuned to know everything about the art of...

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Blog & News

Blog & News

Blog & News < div> < div> I want to read aboutAll topicsLeaders/TeamsProcurementSalesCOVIDPricingStakeholder Engagement < div> < div> < div> 5 Steps for Dodging the Procurement Axe Read more < div> < div> < div> < div> FREE EBOOKGet Our...

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Profitable Supplier Negotiations

Profitable Supplier Negotiations

ProgramsStrategic ProcurementProfitable Supplier Negotiations The Strategic Challenge Today’s purchasing professionals are under intense pressure to create profitable, sustainable agreements that achieve lower levels of Total Cost of Ownership and Usage, higher levels...

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Constructive Challenge for Procurement Professionals

Constructive Challenge for Procurement Professionals

ProgramsStrategic ProcurementConstructive Challenge for Procurement Professionals Constructive Challenge for Innovation & Collaboration Driving the highest Return on Investment for every expenditure is more critical than ever in today’s business environment, with over...

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Strategic Procurement

Strategic Procurement

ProgramsStrategic Procurement Establish a behavioral shift to value-added partnerships for increased profitability Not long ago, procurement was a cost-cutting function.  Today, it has become a vital part of many organisations who seek to improve shareholder value...

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Coaching For Performance

The Challenge The days of Annual Performance Reviews are over. Today people need and expect an ongoing dialogue with their managers to help them understand and build on their strengths, identify their weaknesses, and continuously improve their performance. Leaders...

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Programs

Programs Sales Transformation Buyers are savvier and better informed than ever before. They can access tremendous amounts of information online to determine their preferred price point. This puts today’s sales professionals under intense pressure to sell value, not...

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Sales Transformation

Sales Transformation

ProgramsSales Transformation Empower your salesforce with the skills to meet sales objectives and achieve successBuyers are savvier and better informed than ever before. They can access tremendous amounts of information online to determine their preferred price point....

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Dialogue Based Selling – Sales Training

Dialogue Based Selling – Sales Training

ProgramsSales TransformationDialogue Based Selling - Sales Training The Strategic Challenge Today’s selling environment is tougher than ever. Buyers are increasingly well informed, highly trained, and very demanding. Buying committees - not individuals - often have...

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