Report

The State of Sales and Purchasing

RFP
E-Auction
Decision-by-committee
Supplier reduction programs

These words should strike fear in the heart of any salesperson. If your reps aren't helping your prospects see the difference between your solution and your competition's, and working collaboratively with buyers to navigate an increasingly complex buying process, you'll get dragged into these bake-off traps every time. Any deals you manage to recover will be won at the expense of your profitability.

These challenges are the focus of a recent, complimentary report from ES Research Group. Download it to learn:

• Current pressures that are having the most impact on negotiation results…for both buyers and sellers.
• Negotiating strategies: which ones are used most…and which ones work best from the point of view of both sales and purchasing professionals.
• Negotiation training: how much is being delivered and reinforced, and how effective is it in the eyes of those who take it.