Thank you for attending a recent session intended to give you a behind-the-scenes look at how Procurement thinks, acts and plans. I hope it gave you some useful hints and tips you can use to enhance your interactions with Procurement. The goal is ultimately to increase sales and shorten the sales cycle. Scroll down for free Procurement Insights Guide.
If you found the session to be of value, I am confident you will find even more value in the free Procurement Insights Guide I have prepared for you. In this 14-page guide, I have included indepth responses (more than what could fit into our 30 min, session) to all the questions asked during the session. I have also and add responses to new questions and introduced a new model often used by Procurement. These are the questions covered:
- What motivates procurement – what are their typical objectives and goals?
- How are procurement teams measured? Do you really get bonuses for negotiating down vendors?
- How does procurement think about vendors? Is there a strategic/tactic filter you look through?
- What is the dividing line, in £ terms, between Low and High spend in the Kraljic Matrix?
- How can Sales influence how we are perceived by Procurement through the Kraljic Matrix lens? I.e., what can we do to be seen as “Bottleneck” or “Strategic”?
- What’s the best way for sales to engage with a procurement team/lead to facilitate business, especially for a challenger vendor?
- When does Procurement get involved in the process – early or towards the end?
- What can we do to shorten the sales cycle?
- How does Procurement perceive quality vs. price when scoring RFP bids? NEW MODEL introduced
- What are your top tips in terms of working with Procurement?
- What are the tactics Sales should avoid when working with Procurement?
I’d love to stay in touch with you, as I am doing research with the purpose of launching some digital resources to help sales professionals gain deeper and deeper insights into how Procurement works and how to leverage that knowledge to generate more sales.
So, when you scroll down and enter your details, in addition to getting the free guide, you will also be added to a mailing list so I can notify you of any new resources I launch. I won’t use your email address to communicate about any other topic that Procurement insights for the purpose of sales enhancement. You can unsubscribe at any time and I will never pass your details on to any third parties.
What happens next? Once you click the Send me the guide! button, you will receive an email asking you to confirm subscription to the mailing list “Sales Boosting Procurement Insights”. After you confirm your subscription, you will receive another e-mail with your guide.