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Category Archives: Deal Coaching for Sales
London Selling to Procurement Workshop
Following the success of our recent Birmingham open ‘Selling to Procurement’ workshop, we are running a further workshop on May 23rd in central London. For those of you in sales and account management who regularly meet with professional buyers / procurement, this … Continue reading
Posted in Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiating with Procurement, Negotiation, Sales Excellence, Selling to Procurement
Tagged Account Management, GAM, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, SAM, Strategic Account Management
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Attend our S2P Workshop Birmingham Dec 4th
Our workshop to share our Selling to Procurement (S2P) research is confirmed for December 4th 2012, to be held in central Birmingham. Following on from the research, we decided that it was critical to help our clients better manage the … Continue reading
Posted in And another thing…, Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiation, Sales Excellence, Selling to Procurement, Strategic Negotiation
Tagged Account Management, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, Strategic Account Management, Trusted Advisor
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Selling to Procurement – Complete the 2012 survey
In 2007 Four Pillars (under previous name Mosaic SRM) ran a research study on how key account managers were dealing with the new relationships many of them were (sometimes reluctantly) experiencing with their customers’ procurement professionals. Procurement had emerged as … Continue reading
