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The New Solution Selling - Trends
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Want to know more about the role of procurement and purchasing managers in the sell cycle? Need to have a better understanding of who the buyers are and how their influence can ‘bend trends’ in the current economy? Confused about titles like “Global Supply-Chain Manager” and “Chief Procurement Officer”? In a recent article by author Heather Baldwin, “The Rebirth of the Purchasing Manager: How to harness the power of the new (and much more important) purchasing manager ” ( Selling Power Magazine - May/June 2010 issue - Vol.30 No.3 - pages 50-53), this trend in titles and ...
® explicity. The article contained numerous errors. The following is the official reply from Keith Eades, CEO of Sales Performance International. The Editor Harvard Business Review 60 Harvard Way Boston, MA 02163 Dear Editor, Philip Lay, Todd Hewlin and Geoffrey Moore make some very useful suggestions about succeeding in sales, especially in an uncertain economic time (“In a Downturn, Provoke Your Customers”, March 2009). In fact, I’ve agreed with this point of view for more than 20 years, as I’ve helped my clients to adopt a Solution Selling® ... Read More
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