Archive for January, 2012
1/31

Sales and procurement professionals each express respect for their counterparts and a willingness to work together, according to a 2011 report. At the same time, however, there is evidence that focusing on price rather than value prevents both groups from engaging with one another for mutual benefit.

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1/31

A significant proportion of thriving firms today are exporting their goods and services. Here’s why (and how) your business should follow suit.

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1/31

In this Expert’s Corner, GovPro.com’s Mike Keating explains what new challenges and opportunities industrial purchasers can expect this year. Read more


1/31

Getting to know your suppliers is one of the most important parts of the request for proposal (RFP) process, as William Dorn and Joe Payne explain in an excerpt from their book Managing Indirect Spend (Wiley, 2011).

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1/31

The Pentagon plans to cut at least $480 billion from its budget over the next decade, and even more if Congress follows through on plans for deeper reductions. Needless to say, the defense industry is piqued.

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1/31

Although January is the best month to get a promotion, those striving for a higher salary or job title still have opportunities to land a promotion throughout the year.

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The Challenger Sale

The top salespeople don’t just build relationships with their clients, but also challenge them. The Challenger Sale outlines the skills, behaviors, knowledge and attitudes that drive high sales performance.

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