Procurement plays an important role in most organizations’ buying processes. Sellers must be prepared to engage with and work to understand the needs of procurement, in order to successfully win opportunities. Procurement’s origins are in the negotiations and buying process for achieving consistent pricing. Procurement departments have three basic functions. Support vendor engagement and contracting […]
We have been working with a very large distribution company in Canada – about a billion dollars in sales, around 200 sellers, and part of a US company that is ten times bigger. Their biggest issue was on the “street business” side – they were being commoditized. Their point of entry was in procurement and […]
What is in the head of a procurement manager? Is it true what we say in Solution Selling training about the buyer tactics? Do they really eat salesmen for breakfast, lunch and dinner? How can we use this knowledge in our sales efforts? My conclusion is that we have to comply with their way of viewing the world, but also understanding that procurement is only the gatekeeper to the real power sponsors.