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The Golden Silence
A few years ago I visited a major customer along with one of my sales team. The Buyer we were due to see set the tone for the meeting by keeping us...
Customer Meeting? 5 Tips you must read about modern procurement
Becoming a Buyer was what one did when all other career opportunities had been explored. The role was beefed up somewhat when they rebranded as...
Guys: Have you run out of words yet?
Studies have shown that men typically use 7000 words a day. I assume the researchers didn't have to count all of the grunts we also make instead of...
The robots are taking over! It is futile to resist!
We are the cusp of a revolution in which we risk being made redundant. The film Bladerunner was set in the year 2019! It's unlikely that so much...
Stock Market Crash? Head to the toy box
Asian stock markets have continued to fall on opening today. In the UK the FTSE 100 has seen £136 billion wiped off the index in the last 2 weeks as...
Passion: How much is too much?
The new season of the English Premier League football is only two weeks old and already Chelsea manager, Jose Mourinho has caused controversy...
Cold Calling: Don’t touch that phone…until you read this!
Cold calling! Don't you just hate it? Even 'warm' leads can be hard work on the phone. However the telephone still is one of the best ways to...
I don’t have time for Salespeople. I have a battle to fight.
This cartoon used to be shown at virtually every sales training I attended 'back in the day'. You'd expect people to be more open nowadays but I was...
Are You Experienced? Lets get explicit!
Are You Experienced was the first studio album from Jimi Hendrix back in 1967. In my line of work I meet a lot of 'experienced' people. I hear that...
3 Critical Keys to People Development
Development is an essential part of being a human being. Learning new life and work skills is an essential part of what gets us out of bed each day...
Succession Planning: 10 Essential Questions you must answer.
Succession Planning Everything running fine at the moment? No vacancies for senior managers? Sit back for a few minutes and enjoy the feeling....
Market Segmentation: The two critical questions you must answer!
What is Market Segmentation? A market segment is simply a group of customers with common needs and values. That's the easy part! How do you decide...
The Relationship Counsellor is IN!
So you've been seeing this Customer for almost a year and feel you want to take the relationship to the next level? What do they say? They're saying...
The ‘Oh by the way’ Procurement Strategy
At the end of a tough negotiation I could see the visiting sales team were really happy to be 'escaping' as we arrived back at our reception....
Lost Customer? The Shocking Reason Why
What's the single biggest reason customers switch business to one of your competitors? Price too high? A possibility but no. Poor quality/service?...