Let’s say you’re a procurement professional working to manage spend for labor contracts. You’ve broken down the hours, and you even understand the allocation of cost. You’ve done your homework…
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One of the things that makes Michael Reddington’s skin crawl is the phrase “buyers are liars.” He emphasizes that it’s not true, not any more than anyone else. Everyone has…
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According to Deb Calvert, the purpose of a rationale question is to understand the decision that has been made and what has gotten you to the point you’re at in…
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Susan Walsh firmly believes that you have to know how much you’re spending, what it’s being spent on, and the competitors you’re spending it with. But how many companies know…
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If you want to differentiate yourself from the competition as a salesperson, what do you do? How do you make your product or service stand out? Tom Williams argues that…
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