The increasingly digitisation of the business world means the relationship between sales and marketing teams has been – and needs to be – totally transformed. But what challenges are businesses facing in creating sales and marketing alignment?
Challenge and collaboration go hand in hand, but which behaviours help to build a collaborative climate and also enable you to challenge successfully?
Insights into behavioural strategies that Huthwaite research has revealed over the years, to be important when it comes to having productive conversations that challenge in a collaborative way.
A two-stage framework and key tips for creating a strong value proposition.
In a recent research survey amongst procurement professionals, on behalf of the Management Consultancy Association’s Consultancy Buyers Forum, I got quite a strong reaction to the question: How do you challenge the business? The overwhelming response was one of: challenge is not something that we do, or if we do, we would call it [...]
The different negotiating strategies and behaviours needed for procurement and supply chain professionals to negotiate effectively.
How to negotiate more productive strategic deals through establishing common ground at the outset and maintaining it through the course of the negotiation.
Why organisations involved in the transport industry need to focus on negotiating more effectively.
If you want your customers to buy from you rather than from your competitors understanding their problems isn’t enough, you need to consider their “wants”, and the value of those “wants” to the individual customer.
As we load up the hand cart and set off for an unknown destination, it can’t have escaped anyone’s attention that we are in a world where expertise is little valued. When senior politicians announce that “we have had enough of experts” we can be sure the stock of experience, knowledge and insight which [...]