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 […]

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 […]