Insights: White Papers, Research Studies, Books

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“I just need a 10% discount” is a common refrain salespeople hear from their customers. In the face ...

Supplier-facing functions such as Procurement and Supply Chain Management are increasingly called ...

For many of our clients, Vantage Partners provides coaching and advice for dealing with tough sales ...

by Michael Kalikow and Katherine Monson

Matrixed structures have been the norm for some time, but management theories and leadership ...

Whether selling commodity products, new technologies, or highly differentiated professional ...

by Jacqueline Codair Donovan

The 2014 Vantage Partners Supplier Relationship Management Study is a global benchmarking study of ...

Whether driven by technology, geopolitics, or expanding competition in globalizing markets, the ...

Companies increasingly rely on alliances to drive value for their organizations. Recognition that ...

by Jacqueline Codair Donovan

For any customer conversation to be productive, your customers must understand what you’re saying, ...

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