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Tuesday, February 14th, 2023
What does it mean, and does it add value to businesses? In a world where sustainability is the new buzzword, is “sustainable sales” just greenwashing or can it genuinely support the creation of a company’s unique selling proposition? Academic concepts sometimes languish through lack of action as they cannot be translated into professional practice; however, this article defines sustainable sales…
Friday, September 30th, 2022
“Putting the customer at the heart” by Mark Bailey Rolls-Royce plc is a company that deals with power and propulsion and should not be confused with the motor-car company, which is entirely separate. Rolls-Royce plc provides power and propulsion systems for land, sea, and air, including nuclear submarines, military and civil aircraft, and major data centres. All of its systems…
Tuesday, January 11th, 2022
Reports from the Q2 and Q3 sessions Getting inside the head of a buyer (or what techniques and tips can you adopt to improve your commercial strategic negotiations?) John Viner-Smith has a Master’s in International Purchasing, and has been a senior category manager at JP Morgan, Dixons Stores Group and BP. He is a Founding Partner at Amplius Partners and…
Wednesday, December 19th, 2018
How should KAM teams create impact and…
Monday, September 24th, 2018
How customer-centric are our salespeople? Numerous authors down the years have drawn attention to the fact that only a small percentage of salespeople exceed customer expectations. Is this because salespeople tend not to have the competencies that customers are looking for or are buyer expectations unreasonably high? Here we look at the actual data: three studies that have charted buyers’…
Sunday, April 23rd, 2017
Three easy-to-remember quotes from buyers will help get you on their wavelength. Let’s be honest: nobody likes being “sold to”. We like to think that we are controlling the buying cycle, whether it’s a personal purchase or a corporate procurement. If we experience “blatant” or “clumsy” sales tactics, then we react badly; but, if we feel the salesperson is contributing…
