IChemE Blue Book: The Advantages of EPCM Contracting
As the first standard form contract designed for EPCM (Engineering, Procurement, and Construction Management) contracting, the Blue Book addresses a long-standing challenge and significant for sales in the construction industry.
Getting the Most from Mobile CRM
Companies with established processes see the most remarkable improvements in collaboration and performance from mCRM use. The technology should support existing ways of selling rather than redefine processes.
New NHS Framework Accreditation: What Suppliers Need to Know
The NHS has announced a new framework accreditation process starting April 2024 that will significantly impact suppliers bidding for NHS contracts.
Leveraging Customer Journey Mapping for Better B2B Sales
B2B sales entail a more complicated customer journey than business-to-consumer scenarios. As a sales or bid manager, you must navigate a web of stakeholder interests and influencers.
Chinese Train Firm Subject to First EU Probe for Foreign Subsidies
The European Union’s executive arm opened a probe into whether a subsidiary of Chinese state-owned train maker CRRC Corp. benefited from subsidies to bid for a contract in Bulgaria, the first investigation under the bloc’s new foreign subsidy rules.
The Power of Key Account Management in Sales
Key account management (KAM) has become a fundamental part of sales strategy for many B2B companies. But what makes this approach so effective? Let’s explore three key benefits of KAM.
How to Motivate Your Sales Team for Peak Performance
A study of pharmaceutical sales reps in Portugal identified the intrinsic and extrinsic factors with the most significant impact on motivation and performance.
Explore in our new blog these essential findings.
What Sales Managers Need to Know About Canada’s New Prompt Payment Act
The Federal Prompt Payment for Construction Work Act comes into force, which impacts payment timelines for construction projects. This Act applies to federal building contracts across Canada.
The Impact of Value-Driven Marketing for Sales Leaders
How value-driven marketing is gaining importance in B2B markets where relationships and trust are key? Sales leaders should understand how value-driven techniques can generate leads and boost acquisition.
SME Action Plan to boost government procurement
The Crown Commercial Service (CCS) has announced an SME Action Plan to create a more level playing field for small and medium-sized enterprises (SMEs) in government procurement
Leveraging AI to Enhance Sales Funnels
Artificial intelligence (AI) is transforming the business sales process. A recent study reviewed how sales managers can leverage AI to enhance performance at each sales funnel stage.
How EU Green Subsidies Are Changing the Game for Bid Managers
The European Union has significantly increased its support for green initiatives and state aid, exemplified by flagship programs EU Green Deal and REPowerEU.