Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition

Afterword: The Now and Future Sales Opportunity

For the last twenty years or so, I’ve focused my research on the rise of procurement. In this last part of the book, I share my observations and conclusions about some trends that I think should be a source of gratification for all sales professionals.

First, we are seeing the beginnings of some procurement evolution in a positive direction for suppliers that are adept at understanding it. A limited number of global supply firms have decided that the frustrations of dealing with procurement are too high. These firms want to do a better job of understanding what customers really want, in an effort to bypass procurement. To that end, these firms have recognized that they need to deal with senior-level ...