selling to Procurement

Sales’ FOL

by Chris Arlen

“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s Prayer. Here […]

click to continue → December 21, 2011

Sell Service as a Strategic Spend to Procurement

by Chris Arlen

Procurement is now recognized as the biggest, baddest buyer around. And one of the first things Procurement does before putting a service contract out for bid is to decide whether that spend […]

click to continue → July 21, 2011