In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order. Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money. In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]
In one way or another what is happening in procurement will shape your future sales success. That applies even if you don’t have to interact with procurement today. The reality is that we are all selling in the shadow of procurement. Have You Escaped Procurement Thus Far? Many salespeople are oblivious to the role and […]
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?
Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly selling to procurement this myopia can result in avoidable frustration, not to mention lost sales! Are You Indifferent To Procurement? Salespeople/sales teams are often taken by surprise at the growing power and influence of procurement within their customer […]
Procurement wins friends because it can deliver additional profit to the bottom line, but that is not enough. To satisfy investors procurement goes one step further. This is important for sellers to understand, it can help transform a sales proposal into a compelling business proposal. Why Investors Love Procurement To understand the full impact of […]
Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. As salespeople you and I are measured based on reaching our sales target, no doubt with some consideration of margin. But how are our counterparts in procurement measured? What’s Driving Your Buyer? Salespeople will rightly […]