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"The Point" is written by BMP Editor Kelly Barner as well as a diverse group of guest contributors.
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“The Sales Guy”: Collaboration v. Information Asymmetry (Part 1)

 

Buyers Meeting Point attends many sales AND procurement webinars/webcasts. One of the interesting things about seeing both sides is that you start to notice trends. Sometimes those trends are aligned, and sometimes… well, read on and see.

 
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Dear Sales Guy...

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

Do you ever stop to think about the fact that most suppliers know their competition better than we do? When you write the questions in an RFP, think about whether any of them reveal who the incumbent is or show a preference for one supplier based on their specific capabilities - all of our efforts to hide suppliers' identities from each other may be a waste. It is a small world.

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Webinar Notes: Are you "Being Qualified"?

No, I did not mistakenly use horrible grammar in the title of this article. Bear with me and you'll see. This week I attended a FLIP SIDE webinar by the TAS Group called "The Competitive Difference - Customer Collaboration and Sales Execution". I have a page or two of notes, and you can listen to the full recording here, but I took one primary thought away from the webinar:

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