Why RFI and RFP Processes No Longer Suit Rapid Innovation

by | Mar 29, 2026 | Trends

RFI and RFP processes were designed for stable, predictable markets. Innovation-led sectors rarely fit that model. Rigid procurement frameworks often lock buyers into outdated assumptions, prioritising compliance over creativity. Sellers are constrained from...

SaaS Buying Behaviour vs Traditional Technology Engagements

by | Mar 11, 2026 | Trends

SaaS has fundamentally changed buyer behaviour, yet many sales models remain rooted in traditional technology selling. Historically, technology buying involved long cycles, formal evaluations, and extensive seller involvement. SaaS disrupted this by lowering barriers...

Gen Z vs Gen X: Different Views on Relationship-Based Selling

by | Feb 9, 2026 | Trends

Relationship-based selling is not disappearing, I believe that it is evolving. One of the clearest shifts is generational. Gen X leaders built relationships through time, consistency, and personal interaction. Trust was earned gradually and loyalty mattered. Gen Z, by...

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