Red Star Kim
NOVEMBER 18, 2022
Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. Closing thoughts.
Miller Heiman Group
JULY 30, 2019
Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4 In fact, 72% of manufacturing sales leaders say their greatest challenge in winning new business is identifying and gaining access to decision-makers, according to CSO Insights’ 2018-2019 Sales Performance Study. All this has changed.
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Red Star Kim
FEBRUARY 8, 2024
Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging.
Corporate Visions
APRIL 3, 2018
Sarah can’t close enough deals to meet her goals. She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives. She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives. Centralized Procurement.
Miller Heiman Group
SEPTEMBER 10, 2019
Sellers in all industries win fewer than half of the deals they forecast to close, according to CSO Insights’ 2018-19 Sales Performance Report. To meet the demands of the modern buyer, your sales team needs to do more than simply ask the right questions. Focus on meeting modern buyers’ needs rather than entertaining them.
Mercuri International
MARCH 8, 2022
A solution that can increase the number of qualified customer contacts for each salesperson is a clear value creator for a business reliant on sales meetings. Can you save a client contact from having their questions left unanswered, or perhaps even help them be enlightening at internal meetings? Frictionless procurement processes.
Miller Heiman Group
JULY 16, 2019
In fact, 43% of buyers say that subject matter experts (SMEs) from the industry or third parties are a preferred resource for solving their business problems, according to CSO Insights’ 2018 Buyer Preferences Study. When meeting with sellers, buyers seek new insights they can’t find through an online search. Today, on average 6.4
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