Segment by how customers buy, not how much they buy
"We know which customers matter most. We just don't win them the way we should." Is something we often hear from clients, and this comment sums it up well.
Insights
Become a great negotiator: 10 mistakes to avoid in commercial negotiation
Commercial negotiation is an essential communication process for every sales professional. A well-conducted negotiation not only helps to close favourable deals but also builds lasting relationships with clients.
6 practices guaranteed to make you a master presenter
To be fair to Steven, his project presentation to the CEO and the senior leadership had a Jobs-like colour and
5 tips on how to deal with procurement
1. Get to know procurement Your team has objectives to achieve, but so does procurement. Understanding this, and acting accordingly,
3 keys to make your value proposition work for you
Successful or unsuccessful, all companies make an automatic and immediate statement on the value they can create once they engage
Six Battlefields – win the competition
Most companies these days operate in established markets where it is essential to consistently overcome any competition. (Potential) customers generally