Overview

Selling is getting tougher for one key reason. Many customers have invested in their procurement function in order to be smarter buyers of goods and services. Ever since the great recession, organizations of all sizes and types have learned to use procurement as a strategic profit lever. Unfortunately, many sales teams haven't figured out how to keep up with this new threat. Often the result is lost sales, margin erosion, and frustrated salespeople. It doesn't have to be this way. Based on direct experience working in procurement leadership for a Fortune 50 business, as well as teaching global procurement, working in key account management, and research, the author provides perspectives for how sales professionals can better understand the modern procurement organization. Originally published as a short booklet in e-book format only, it has now been converted to print form based on many requests (about 65 pages in printed form). It is intended to compliment your existing sales and negotiation methodologies. Get beyond the procurement tactics you see to understand what drives procurement's behaviors. Learn how to spot emerging threats from procurement that could cost you the next deal. Find hidden sales opportunities by understanding procurement's goals. Exploit their fears and needs in your next negotiation. Gain confidence in using your value in selling to procurement. This is a field guide to empower sales professionals to better handle procurement to achieve sales success in an increasingly challenging environment.

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9781482704587

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