If you are like most B2B sales people, you’ll have bumped up against Procurement a number of times. I’m guessing that’s often been a frustrating experience. And I know many sales people, for that reason, are tempted to avoid procurement. My advice to you, however, is to take even more of an interest in the […]
Selling to Procurement: Tired of Procurement Blocking Your Sales? Fix It With These 6 Steps
Sell more in less time by taking control of your relationships with Procurement, and avoid becoming a boiled frog If you’re a B2B salesperson selling to large companies, you’ve probably noticed that Procurement shows up more often than they used to. And too often the outcome is fewer sales because you are prevented from differentiating […]
Selling to Procurement: 3 Secrets Procurement Doesn’t Want You to Know About
Discover three secrets of dealing with Procurement, that will help you sell more in less time. If you’re a B2B salesperson, you have probably bumped up against procurement departments a number of times. In this article, I am sharing insights about Procurement that will make those interactions a lot easier, and that will help you […]
Selling to Procurement: How to prevent Procurement from disrupting your B2B sales process
Something is changing in the way medium sized and large companies buy. Have you noticed how Procurement shows up much more often than before? And when they show up, the outcome is: a) fewer sales because Procurement reduces your ability to differentiate your offerings; b) longer sales cycle, because Procurement takes control of the cycle […]
