Purchasing departments have mastered what it takes to get unsuspecting salespeople to sweeten a deal. If you don’t want to be one of those salespeople, you need to get wise about their techniques. Purchasing departments will… Never give any company...
The dreaded buying department is the nemesis for too many salespeople. In fact, not only do many salespeople dread it, but most marketing teams do as well. Why? It’s simple – the masters of the buying department know how to get the best of the vendor sitting across...
Recently I had a guest post on Forbes.com about the ways buyers gain an upper hand with salespeople. If you are like most salespeople, you know that working with buyers creates unique selling situations. I recommend you go into such situations with some...
In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique...
In my work as a salesperson and as a consultant, I’ve spent quite a bit of time with professional buyers. While many of you may think of them as the nemesis of the sales world, they actually can be a key part of your ability to score sustained profits. Here are...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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