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 your offering the way that you would have wanted to. Also, your sales cycle is now longer because Procurement can stall or even block progress.
And, to add salt to injury, Procurement negotiates profit margin out of the deals you do get. Talk about a triple whammy! Fewer, less profitable sales that take longer to close. That’s not a good situation!
Why?
So, why is this happening? Well, it’s not a new thing. It’s been going on for many years, now. And the trend just gets stronger all the time. The explanation as to why it’s happening is actually quite simple.
Companies are under constant pressure to generate more and more shareholder value. And to do that, they have to optimise all parts of the business. That means optimising Sales, Operations, Finance – all functions, including Procurement.
Historically, Procurement has been a neglected function, but that’s no longer the case. For many years, now, large companies have realised that investing more in their Procurement functions makes good business sense.
Salespeople, though, have been caught off guard because Procurement has evolved to become more sophisticated at a very slow pace. So, we are talking about a slow evolution – not a revolution. And that’s why it’s often gone unnoticed.
Death of a salesman?
So, what does that mean for you as a B2B sales professional? Well, it means that if you don’t get really good at dealing with Procurement SOON, you will, metaphorically speaking, become a boiled frog.
You probably know about this rather cruel experiment made back in the days when there weren’t so many animal rights. A frog is placed in a pot of cold water without a lid, and the temperature is slowly turned up.
The frog doesn’t realise it’s in danger because the water only gets hotter very slowly. So, it stays in the pot instead of jumping out – and it boils alive.
That’s a good metaphor for what could happen to a sales person (or any person for that matter) who doesn’t react to a slowly changing environment.
Take control using these 6 steps
I don’t want you to become that boiled frog. So, I want to give you some rare insights and secrets about the Procurement function.
Because with those insights you will be able to sell more in less time by taking control of your relationships with Procurement. And you’ll be able to do that with confidence. In some cases, you’ll even be able to turn Procurement into your ally.
NOTE: This webinar will only be available until 10 January 2023. Don’t miss out – register now!
Imagine how much more you would sell if Procurement wasn’t a barrier, but an ally! Someone who would help you – and not hinder you. The insights and secrets I’m talking about are based on my 20 years of Procurement and Sales experience.
I’ve packed these insights and secrets into a guide that’s built up around a 6-step process. It’s yours to have for free. It’s essentially a 360 approach to taking control of your relationships with Procurement.
Too often I hear people dispense quick advice about what B2B salespeople should do to deal more effectively with Procurement. But the reality is that there are no single silver bullets. You need a multi-faceted approach.
It’s the sum of the parts that matter and these parts are all coming together in my free guide called, “Sell more in less time by taking control of your relationships with Procurement”. Just click here to get it for free.
