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 […]

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 […]

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 […]

“Are your people strong enough at pushing back against Procurement and processes that don’t make sense?” I heard, sales coach and bestselling author, Mike Wineberg, pose that question at the end of one of his podcast episodes. On that episode, he had expressed frustration with the way Procurement gets in the way of sales. Regardless […]