Do you think of your prospects’ Procurement departments as your adversaries? People to avoid for as long as possible? Blockers that delay or diminish your deal? Or perhaps as people that make things difficult for you at the negotiating table? Some sales coaches advocate for taking a partnering approach to sales. But does that also […]
Archives for October 2022
Selling to Procurement: Are unsuccessful negotiations with Procurement hurting your sales?
Are you in B2B sales and do you often feel that your negotiations with procurement professionals could have gone better? If so, you are not alone. Procurement functions in mid-sized and large companies have steadily gained more influence and power. And to ensure they deliver results, procurement people are now very well trained in the […]
Selling to Procurement: This is why Procurement treats your product or service like a commodity
A typical Old School Procurement function has a reputation for treating everything they buy as a commodity. Most Procurement functions in large companies have evolved and are now much more advanced than that. Nevertheless, are they still treating the services you sell as a commodity? Sometimes that may very well be the case. So, what […]
Selling to Procurement: Think Procurement only cares about price? You’re wrong!
What matters to Procurement the most? As a B2B sales person, this scenario will, no doubt, be familiar to you: You spend a lot of time and effort on communicating your value proposition to your prospect. There is a good fit. They understand and appreciate the value you are bringing to the table. They want […]
