May 27, 2013 --- Mercuri International’s latest global research study zooms in on Procurement and reveals why new customer acquisition is so difficult. The study, conducted in March/April 2013 in 14 countries covering 14 different industries, shows that:
“Today sellers have to fight hard to win new accounts. In most companies there are several stakeholders involved in buying decisions, and sales people have to manage them all.” says Ola Strömberg, CEO Mercuri International Group.
Managers, directors and procurement people in 700 companies have been asked 96 statements about their own procurement and how they view sales departments and people.
The Top 10 list over mistakes sellers make:
“Sales people today run the risk of either listening too little or asking too much. Customers expect sellers to know about their situation and needs, and they want an expertise dialogue with suppliers. Sellers must be assertive in their ability to meet customers’ needs.” says Ola Strömberg.
Mercuri International provides a number of solutions to tackle the challenges in new customer acquisition: processes, tools and skills to increase the efficiency in winning new clients.
FOR MORE INFORMATION ABOUT THE PROCUREMENT STUDY:
Ola Strömberg, CEO Mercuri International Group
Email: ola.stromberg@mercuri.se
Telephone: +46 8 705 29 29 | Mobile: +46 708 119 906
Mogens P. Danielsen, Analyst and head of Mercuri International Research Institute
Email: mogens.danielsen@mercuri.dk
Telephone: +45 4593 4748 | Mobile: +45 4085 8914
Every year Mercuri International empowers companies in over 50 countries to achieve sales excellence. We serve our clients both locally and globally with customized solutions and industry expertise. We grow profit through people, providing the tools and processes to tackle any sales challenge.