Black Friday. Small Business Saturday. Cyber Monday. You simply can’t get away from the promotions this time of year.  While there is lots of hype leading up to these promotions you have to wonder if there are real results. I was most interested in Small Business Saturday which got unbelievable coverage in the media and lots of paid advertising.

Did you ever wonder what a procurement officer or buyer is thinking? Did you ever ask the buyer of your goods or services what they need? Did you ever wonder what drives a buyer crazy? Wonder no more! I have been reading and re-reading a book called “Feedback! Sales Advice from the Buyers Desk.”