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 […]
Selling to Procurement: The intelligent way of dealing with Procurement
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 […]
Selling to Procurement: Bestselling author and sales coach believes in partnering with Procurement
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 […]
Selling to Procurement: Are unsuccessful negotiations with Procurement hurting your sales?
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 […]
Selling to Procurement: This is why Procurement treats your product or service like a commodity
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 […]
