Hard to believe it’s already past Labor Day. Another business year has flown by. Halloween merchandise is already in the stores and the winter Holidays won’t be far behind. And we all know what that means, right? It’s time to … Continue reading
I am a Corporate Buyer. I am responsible for the procurement of materials that compile the products my company makes and sells, as well as the services that keeps my company running on a daily basis. You are a Sales … Continue reading
During my time in Corporate Purchasing I’ve ask my colleagues to list their top “pet peeves” when it comes to sitting in sales meetings with Suppliers. After all, the sales meeting represents the key most important time you can spend … Continue reading
In a typical week I have numerous meetings with Sales Professionals who offer their company brochures and laptop presentations to show what their company can do for me. Rarely does a Sales Rep inquire what I actually need! Sometimes I … Continue reading
As part of my (almost) 35 years in the business, next week I’ll have achieved 12 years as a Senior Buyer and Procurement Lead in corporate purchasing; 12 years of project budgets, request-for-quotes, quote comparisons, negotiations, supplier selection, purchase order … Continue reading
I recently walked into a retail store to purchase a piece of jewelry for my wife’s birthday. Standing at the jewelry counter with no one in front of me or behind me, I patiently waited for the sales assistant to … Continue reading
My last Post discussed the fact that End-Users of your products and services will, at times, not be forthright in discussing issues, communicating concerns or informing the Sales Professional of their real chance of receiving an order. Again, the definition … Continue reading
When conducting business with Corporate Buyers it always helps to know what they’re really thinking but, for business and political reasons, may not be telling you. The same is true with the “End-Users” of your products and services. In fact, … Continue reading
With the advent of voicemail, call-waiting and other telecommunication innovations, it’s never been easier for the Buyer to screen his calls, listen to messages without interruption, and be the controller of communication without even speaking directly with the Sales Rep. … Continue reading
Yesterday I received a cold-call from a Sales Rep with the hopes of providing product to my company. The phone call went pretty much like this: SALES: Hello Mr. Locke. My name is Dave Jones (not his real name) and … Continue reading
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