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2 February 2012
Key Factors for Successful Specification Selling
As a general rule specifiers (architects, engineers, interior designers) do not want to talk to salesmen. In fact it is best to even avoid the word ‘sales’ in the job description of your specification salesman. What specifiers do want is technical informa
17 January 2012
January Construction Marketing Activity
Looking ahead the Construction Products Association paint a gloomy picture with output in 2012 expected to fall by 5%...
Making People your USP
In my last blog article on specification sales I asked if we really need the salesman. In order to ensure balance, I’m presenting the benefits of a strong sales team in this article. I recently delivered some training for a company who could boast of ...
7 July 2011
Green Deal Implementation Plan
Government publishes Green Deal implementation action plan
28 April 2011
The Green Deal Update just published.
12 March 2011
Specialist contractors and Specifiers lead the internet charge
The Construction Media Index, an extensive, independent body of research into media consumption habits among construction professionals, shows that while architects are the most enthusiastic users of the internet to source product and service information,
11 January 2011
Communicating with Architects: print versus online
New article published by RIBA Insights
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