Do You Know the Pathway to the PO?
Hallelujah you have just been told you won the sale. Now the next challenge is
Hallelujah you have just been told you won the sale. Now the next challenge is
Preparation is key to every effective negotiation strategy. Brian Mandell, Senior Lecturer in Public Policy
If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form
In a recent workshop on negotiation, we asked the sales representatives “When that long awaited
You just made a sales call. You think it went well. The buying influence addressed
Many sales professionals are asked to develop a Strategic Account Plan (SAP). These plans allow
Selling to hospital strategic procurement can be much easier if you understand the metrics that
A significant number of professional organizations have integrated the use of checklists to manage time-sensitive
Another quarter went by and you didn’t make plan. For many sales representatives this is