Are your sales people Alsatians or Chihuahuas?

It may be that the entire organization is depending upon this sale to survive, the risk is high, what can you do?

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Latest news/articles

Why sales training is pointless

Research shows that 90% of what we learn is forgotten within 30 days, how do you overcome the critical challenge businesses face to ensure that the training sticks?
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Call yourself a sales person?

Call yourself a sales person? Take this quick test and find out how good you are.
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To train for innovation we had to become innovative.

Companies sell training and coaching initiatives which they claim will lead to innovation within the clients' business but do they really?
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Give them what they need – not what they want

Procurement professionals often talk in wants but just listening to what buyers say they want prevents the sales team from drilling down to the underlying needs, which is where sales people must be to differentiate themselves, their solutions and their companies.
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How to deal with the professional buyer

While all buyers bring their own set of challenges to the negotiating table, some take it to a whole new level.
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Procurement KPIs and how to use them to your advantage

Top sales people know they must proactively engage professional buyers, and the best way to do this effectively is to understand their buyers’ strategic sourcing process and the role professional buyers play in each organization.
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Everything sales needs to know about procurement officers

A new breed of professional: the procurement officer, the buying manager, or the purchasing officer. The new challengers to your sales team.
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How Unilever changed procurement’s playbook

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 buying and about the industry in which it works.
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Today’s professional buyer: An intriguing mix of intelligences and abilities

Many who choose procurement as a career have an intriguing mix of intelligences and abilities. The buyer personality is not one to underestimate.
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Where’s the love gone?

71% of B2B clients are emotionally and psychologically disinterested in the companies they do business with
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Procurement wasn’t built in a day

Through the building of the railways to supplying the troops in the world wars, procurement has historically been a clerical job.
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Teamwork, constructive challenge and common purpose

Working closely with other people often creates serious emotional tension but look at what we've acheived through tense relationships
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