Category Archives: RFPs

October 25th, 2013

Dialogue: The Oldest New Killer Sales Skill


Dialogue: The Oldest New Killer Sales Skill  

The World of Buying and Selling Has Changed

Few people disagree that professional selling has changed. The internet has disrupted standard selling approaches because it has changed buying behavior. Request for Proposals (RFPs) are more frequent, as buyers do their own research and engage suppliers much later in the buying process. Buyers attempt to drive us toward commoditization while sellers strive to differentiate. With closer budget scrutiny, senior executives and procurement professionals are more involved and the number of decision makers has increased.

Read More »

HE Blog Directory Business Blogs best blog sites