Any business today that isn’t exercising a tight grip on its budgets is either very lucky or very foolish. Buyers and procurement specialists are under increasing pressure to achieve more with less. So what happens? Companies making purchases develop a single-minded focus on cost, with products and services commoditised as a buying tactic designed to…

David Freedman: Improving sales performance – tools that really work

There is no substitute for training, and managed behaviour change, for harnessing natural sales ability and turning it into sales excellence. First, you need to select an approach that will work for your company and its products or services. Second, you must train your salespeople and ensure they implement the strategy and tools consistently and…

David Freedman: Keep your enemies close – learning to love procurement

Selling to a procurement department is like playing tennis against a giant octopus: if one tentacle doesn’t block your shot another one will. At least, that’s how it can feel. Modern procurement has become a strategic weapon, as companies use impenetrable processes, reverse auctions and external consultants to force down the price and manoeuvre suppliers…

Is ‘talent management’ another fancy name for Human Resources or Personnel? Or is it something that conveys and delivers a more distinctive level of value? Smarter businesses are slowly recognising that any organised process of talent management should not be restricted to the sales ‘rainmakers’ or technical wizards. To be fully effective, it should apply…

Financial and environmental concerns are leading some companies to question the add-on costs of face-to-face training projects.  Travel, accommodation and sheer off-the-road time can make traditional training look expensive.  No surprise then that there is unprecedented interest – even hype – around the concept of the virtual classroom. Now the very use of the term…