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 […]
Recognizing Procurement Best Practice We recently made our nominations for the EPIC Awards – the equivalent of the Oscars for indirect procurement. They include; P&G, La Poste France and Emerson. Organized by My Purchasing Centre and Procurecon, The EPIC Awards intends to honour Excellence in Purchasing Indirect Categories. Now you might think it strange that sellers would […]
Collaboration with procurement is the future of selling – that was the clear message from research just published by ES Research Group and The Bay Group. In the past sellers exercised considerable creativity in avoiding procurement – seeing them as an unnecessary impediment to the sale. That strategy won’t work any more warns the authors and sponsors […]
If your customers are using a procurement system then it has implications for how you sell.
So you think you know procurement? Beware! Procurement is the organizational chameleon – they can take many forms and adapt perfectly to the organizational structure, or the nature of the buying decision. That makes it difficult for the seller to know exactly what role they are going to play in getting the deal. The new reality of selling […]
We don’t know of a visual that more accurately reflects the new realities of buying. It is a real call to action for salespeople.