Do your customers really need you in the era of COVID-19?

Posted by Brian Doyle on May 1, 2020 2:43:31 PM

This is a scary time for suppliers and their sales teams. Customers concerned with the impact of COVID-19 are canceling or postponing projects and curtailing spending. As a result, suppliers are losing revenue and seriously considering pay cuts and/or layoffs to help them through this difficult time.

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Topics: Negotiating with Backbone, winning proposal, value selling, procurement

News From The Field: Am I the Rabbit?

Posted by Adele Mclean on Apr 25, 2019 9:38:40 AM

Do you have a relationship with key decision makers? 

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Topics: Negotiating with Backbone, winning proposal, buying center, rabbit