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Delivering Understanding Beyond Insights
Browsing All posts tagged under »sales«
Sales Stories for Providers and Practitioners (Don’t Sell – ASK & LISTEN)
March 1, 2024
What is the best way to sell your product or service?
If you ignore the technology, the “all-in-one, best-of-breed” procurement solution suite can be a reality
January 17, 2024
How does Practitioner-Provider "tunnel vision" undermine procurement's successful digital transformation?
Why procurement solution providers have to adopt a “LOSS LEADER” mindset to succeed in an overcrowded market
December 19, 2023
How does Tide detergent hold the key to future solution provider success?
A Word About (And To) Salespeople
November 23, 2023
EDITOR’S NOTE: This morning, I read a LinkedIn post by Rocco Manfredi titled “The Glengarry Glen Ross Sales Training Book, or How the Tin Men Taught Us to Sell (A Revisionist’s View).” Today’s post is my response. My first comment on Rocco’s post: Trigger warning – I am cutting back on my caffeine intake, so […]
Procurement Insights 
If You Are A Solution Provider “Selling” To Procurement – Stop It!
March 25, 2024
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What percentage of prospects feel that salespeople are well-prepared for their first meeting?