Guest author: Ben Shute, FCIPS , Chief Executive Officer Comprara & Purchasing Index Sales Trend 3 from looks at how trust influences procurement and how changes in the industry are…
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Sales Trend 11 from the Barrett 12 Sales Trends Report for 2018 explores the sales cycle and looks at the factors that are making it longer. In a B2B environment,…
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In principle, and ideally in practice, yes they should. Why? Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request…
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Do you have clear criteria to assess the relevance and risk of every tender or RFP (request for proposal) that comes into your business? Do you know how much it…
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Sales Trend 11 from Barrett’s 12 Sales Trends for 2017 Report is about Procurement. Guest author Ben Shute, CEO of Comprara, shares his insights. It was 1999 when De Vincentis…
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Salespeople who complain about price as a barrier need to wear bicycle helmets. As a salesperson, the next time you feel you are losing deals because of price, take your…
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Sales Trend 7 from the Barrett 12 Sales Trends for 2016 Report is 'Buyer Behaviours in Transition'. For some time now we have seen many suppliers falling victim to the…
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A call to action – be a part of a ground breaking research project and tell us what you think about the current state of Buyer / Seller Relationships. (See…
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Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products…
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‘A little knowledge is a dangerous thing’ is an 18th century saying that means a small amount of knowledge can mislead people into thinking that they are more expert than…
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