The last sentence I stated in my previous Blog was “Don’t let the things that upset you in your private life as a consumer happen to those in your Sales life who buy from you.” In other words, there are … Continue reading
A few years ago I went to pick up my dog from the pet groomer after work. It was 5:00 in the afternoon and I had dropped her off in the morning for a 10AM appointment. As I arrived at … Continue reading
In the past few weeks I haven’t had an opportunity to post any new Blogs (though a few hackers managed to get into the site and post their own; I wish WordPress could please do something about that). I’ve been … Continue reading
Whether they learn from experience, through professional training, from their colleagues or as a natural-born talent, Corporate Buyers best protect their company, both legally and financially, through the process of “negotiating”. Heard that word before? In many ways, Buyers have … Continue reading
In a prior Blog we discussed what Sales Professionals should do if they end up winning the purchase order; what steps should be taken immediately and subsequently after being awarded new business from the Client. Because winning the order doesn’t … Continue reading
As a Corporate Buyer I do not claim to be an expert in the process of Electronic Bidding, or “E-Bid”. But I know that many Suppliers today are either submitting quotes through the E-Bid process or will someday be compelled to … Continue reading
Sitting on my side of the desk, I know that Sales is not an easy career to be in. Yet, Sales is so much a part of our everyday life. Not just our business life, but our personal life as … Continue reading
During my years in Corporate Purchasing I’ve asked various Sales Professionals what their biggest pet peeve is regarding Buyers. By far the number one complaint is a lack of responsiveness from the Buyer. Sales Reps send e-mails and leave voicemails … Continue reading
Here’s a tip from the Buyers Desk that you may not have been aware of: Buyers like Sales People who are Leaders in their profession. Buyers like Sales Reps who demonstrate and emulate the characteristics of a Leader. To a … Continue reading
I recently had a Sales Professional ask me something I’ve never been asked before; something that made me really think about my goals, my responsibilities and my profession in general. The question was this: “What do Buyer’s fear the most?” That … Continue reading
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