Selling to Procurement Archives - Procurement Cube https://procurementcube.org/category/selling-to-procurement/ Passion for business Thu, 22 Dec 2022 17:34:53 +0000 en-GB hourly 1 https://wordpress.org/?v=6.7 https://i0.wp.com/procurementcube.org/wp-content/uploads/2019/07/cropped-ProCu-THICKER-All-Grey.jpg?fit=32%2C32&ssl=1 Selling to Procurement Archives - Procurement Cube https://procurementcube.org/category/selling-to-procurement/ 32 32 193294611 Selling to Procurement: How to prepare for successful negotiations https://procurementcube.org/selling-to-procurement-how-to-prepare-for-successful-negotiations/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-how-to-prepare-for-successful-negotiations Thu, 22 Dec 2022 17:34:49 +0000 https://procurementcube.org/?p=2574 Knowing as much as possible about the person you negotiate with is always good advice. And it’s no different when the person on the other side of the negotiating table is a procurement professional. Here are some of the types of things you need to know: What’s Category Management? Let’s take a closer look at […]

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]]> 2574 Selling to Procurement: How to avoid Procurement… at first https://procurementcube.org/selling-to-procurement-how-to-avoid-procurement-at-first/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-how-to-avoid-procurement-at-first Wed, 14 Dec 2022 18:08:49 +0000 https://procurementcube.org/?p=2564 When Procurement issues a Request For Proposal (RFP, aka tender), it is not uncommon that the requirements have already been influenced by one or more suppliers. And that’s a problem if you are not one of those suppliers. It’s a problem because it adversely affects your odds of winning the RFP. Once the RFP has […]

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]]> 2564 Selling to Procurement: 10 insider negotiation tips Procurement doesn’t want you to know about https://procurementcube.org/selling-to-procurement-10-insider-negotiation-tips-procurement-doesnt-want-you-to-know-about/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-10-insider-negotiation-tips-procurement-doesnt-want-you-to-know-about Fri, 25 Nov 2022 22:43:57 +0000 https://procurementcube.org/?p=2548 If you are in B2B sales, it’s almost inevitable that you will be having negotiations with your prospects’ Procurement departments. That can be quite an unsettling experience. Most procurement professionals have been formally trained in the art of negotiating. Contrast that with the estimated 5% of sales professionals that have had any negotiating training whatsoever. […]

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]]> 2548 Selling to Procurement: The intelligent way of dealing with Procurement https://procurementcube.org/selling-to-procurement-the-intelligent-way-of-dealing-with-procurement/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-the-intelligent-way-of-dealing-with-procurement Tue, 08 Nov 2022 08:05:00 +0000 https://procurementcube.org/?p=2509 Something has slowly been changing in the world of Procurement. And it impacts you as a B2B sales person. Procurement continues to slowly, but surely, gain more and more importance and influence in large and medium sized companies. In fact, Procurement has now become an unavoidable stakeholder, with the power to obstruct or facilitate a […]

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]]> 2509 Selling to Procurement: Bestselling author and sales coach believes in partnering with Procurement https://procurementcube.org/selling-to-procurement-bestselling-author-and-sales-coach-believes-in-partnering-with-procurement/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-bestselling-author-and-sales-coach-believes-in-partnering-with-procurement Tue, 25 Oct 2022 06:08:00 +0000 https://procurementcube.org/?p=2499 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 […]

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]]> 2499 Selling to Procurement: Are unsuccessful negotiations with Procurement hurting your sales? https://procurementcube.org/selling-to-procurement-are-unsuccessful-negotiations-with-procurement-hurting-your-sales/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-are-unsuccessful-negotiations-with-procurement-hurting-your-sales Wed, 19 Oct 2022 07:31:00 +0000 https://procurementcube.org/?p=2487 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 […]

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]]> 2487 Selling to Procurement: This is why Procurement treats your product or service like a commodity https://procurementcube.org/selling-to-procurement-this-is-why-procurement-treats-your-product-or-service-like-a-commodity/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-this-is-why-procurement-treats-your-product-or-service-like-a-commodity Fri, 14 Oct 2022 17:27:47 +0000 https://procurementcube.org/?p=2473 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 […]

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]]> 2473 Selling to Procurement: Think Procurement only cares about price? You’re wrong! https://procurementcube.org/selling-to-procurement-think-procurement-only-cares-about-price-youre-wrong/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-think-procurement-only-cares-about-price-youre-wrong Thu, 06 Oct 2022 06:59:00 +0000 https://procurementcube.org/?p=2461 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 […]

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]]> 2461 Selling to Procurement: Get stronger at pushing back against Procurement https://procurementcube.org/selling-to-procurement-get-stronger-at-pushing-back-against-procurement/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-get-stronger-at-pushing-back-against-procurement Thu, 29 Sep 2022 07:09:00 +0000 https://procurementcube.org/?p=2454 “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 […]

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]]> 2454 Selling to Procurement: Win less than 4.2% of RFPs, or more than 50%. Your choice! https://procurementcube.org/selling-to-procurement-win-less-than-4-2-of-rfps-or-more-than-50-your-choice/#utm_source=rss&utm_medium=rss&utm_campaign=selling-to-procurement-win-less-than-4-2-of-rfps-or-more-than-50-your-choice Fri, 23 Sep 2022 17:06:53 +0000 https://procurementcube.org/?p=2440 Do you recognise this situation? An invitation to respond to a Request For Proposal (RFP) lands on your desk cold – unexpectedly. You quickly scroll through it and there seems to be a very good fit between what the company is asking for and the solution, service or product you are offering. Do you submit […]

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