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: How to avoid Procurement… at first
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 […]
Selling to Procurement: 10 insider negotiation tips Procurement doesn’t want you to know about
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. […]
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 […]
