Master the Krajlic Matrix for more effective relationships with purchasers

There’s something that companies with strong sales performance have all taken to heart: sales is a matter of adaptability. You have to adapt your offering, messaging, processes and organization to suit customers’ needs and mindset, to their budget and time constraints, organization and decision-making system, and value chain.  This year marks the fortieth anniversary of the “contingency theory”* as an approach to selling, to which the trade owes its appeal. May it live on for many years to come. In this article we shine the spotlight on new developments in procurement, as well as buyers’ expectations in relations with salespeople, so that sellers can learn to adapt better and outperform […]

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