With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers. But what impact will that have on the number of enquiries to your business? In this insight we discuss some of the requirements of working with analysts. Featured How Buyers Buy Analysts Buying Process Selecting Suppliers Supplier Prequalification Supplier Shortlist MORE >>

What are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying. In this insight we will share with you the new rules and ethos of buying in large organizations. Featured Buying Process Buying Rules New Realities of Buying Selling To Procurement MORE >>

'Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling MORE >>

'The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you. Selling To Procurement Tidalwave Selling Buying Trends Supplier Concentration Supplier Consolidation Supplier Proliferation MORE >>

 A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances of sales success. Suffering From Deal Complexity? Getting to grips with the complexity of modern buying is one of the key challenges facing sales teams at this time. It is key to addressing [.]. Featured How Buyers Buy Top 10 Buying Logic Buying Process Buying Team Selling In 3D The Complex Buying Decision Understanding The Buying Decision MORE >>