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KAM Strategy: Analyzing Your Key Account Portfolio

Account managers need to analyze their Key Accounts to assess the strength of the relationship today and its potential for the future. This is key to identifying how you can strengthen your position to...

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The Quest To Become A Strategic Supplier

You don't just want to be seen as 'simply another supplier'. You want to matter - to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other...

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Buyers Say: ‘Interactions with Sales People Can Add More Value’

Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to...

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How Soon Can You Really Get Them ‘Across The Line’?

Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal...

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53% of IT Sellers Have Their ‘Heads In The Clouds’

When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic...

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