Improving Sales / Negotiation Competency

The Corporate Executive Board and Google recently reported that buyers are now 57% into their purchasing process by the time of their first contact with salespeople. Yet, very few, if any, sales and/or negotiation processes take this monumental shift in the buyers’ behavior into account. This fundamental shift in the buying process has essentially changed the nature of selling.

Request our Sourcing Guide for an overview of ideas on how to source solutions for root cause selling and negotiating issues that drive business results given changes in the environment. It is not intended to be absolute but rather, to drive ideas for innovation in the way organizations define a need, determine current state and desired state, and make supplier selection that drives the highest probability of meeting business needs at the lowest risk.