Mercuri International’s latest global research study zooms in on Procurement AND reveals why new customer acquisition is so difficult. Another key finding is that the focus of purchasing is shifting from a unilateral pressure on prices to a comprehensive added value function.
Read more in this white paper.
What makes the sales rep efficient,effective and worthwhile?
Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in the financial models and the customer‟s expectations, the sales techniques have evolved, and with that so have the skill set we link to the sales people.
By Allard Claessens
It is said that using a value selling strategy is a better proposition for companies because it attracts loyal customers. If this is true why do we find ourselves under pressure to discount?
Examine the role of Measurement in the creation of Sales Excellence. You will only know how well your team are performing if you measure the right things!
Pricing has never been more critical. So how do you get it right? Practical tips from Sell Well.
Pricing has moved up the buyer’s business agenda. Handling price challenges - the third in our cut out and keep series of quick reference tips for tricky sales situations – will help you do business without “paying the price".