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 […]
Selling to Procurement: Get stronger at pushing back against Procurement
“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 […]
Selling to Procurement: Win less than 4.2% of RFPs, or more than 50%. Your choice!
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 […]
Selling to Procurement: Knowing THIS about Procurement will boost your sales
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 […]
