Sales Readiness Group

APRIL 11, 2019

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

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Procurement Negotiation Sales 109

Customer Think

AUGUST 4, 2021

What exactly is a procurement process? A procurement process is something a company does to acquire new stock. That’s probably the first question on your mind as you click on this article, and that’s understandable.

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Procurement Small Business Communication 116

Hubspot Sales

JUNE 17, 2019

And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP). Following orders from a certified procurement person whose stated mission is to “level the playing field” is not very motivating to me and certainly not why I am in sales.

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Procurement Suppliers Stakeholders Profitability 109

Holden Advisors

NOVEMBER 3, 2021

Works side-by-side with sales to sell value and overcome procurement. Is aware of costs and constraints like the finance team. Collaborates with marketing to develop internal and external value messages. It’s a big job that shouldn’t be shrugged off.

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Procurement Finance Construction Government 369

Account Manager Tips

APRIL 2, 2021

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? The Art of Procurement podcast might be an unexpected entry into list of 3 best sales podcasts but If your selling to buyers, then you kind of need to think like one. What challenges are procurement facing?

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Key Account Management Account Management Procurement Management 234

Holden Advisors

MARCH 3, 2022

Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect. In front of the procurement team and the buying decision maker, we explained the extra value we offered point by point. Luckily, procurement did not have that power. We didn’t think they did.

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Procurement Manufacturing Decision-making Negotiation 195

Holden Advisors

OCTOBER 7, 2021

Let’s say procurement says, “to win this deal, you need to give me a 20% discount." They can also be used to roughly calculate the financial value they should see from choosing your solution. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations.

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Procurement Manufacturing Negotiation Stakeholders 369

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. Understanding Procurement Manager Challenges Procurement managers are in a unique position.

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Procurement Management Decision-making Sales Training 79

Holden Advisors

JANUARY 19, 2022

But , if you find yourself dealing with procurement, you might want to save your energy. Suddenly, my access to the company was restricted to the procurement department. Dealing with procurement is never easy. In this case, procurement was not very forthcoming and did not answer my questions.

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Procurement Decision-making Marketing Management 195

RAIN Group

APRIL 28, 2021

If you’re like most sellers, you find yourself negotiating deals with a buyer’s procurement team at least some of the time.

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Procurement Negotiation Sales 64

Sales Readiness Group

NOVEMBER 27, 2023

To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While it’s true that procurement generally wields a tremendous amount of influence, it’s also true that it’s possible to learn how to work with them effectively.

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Procurement Sales 62

Customer Think

FEBRUARY 5, 2023

Procuring the services of an outsourced BPO or contact center vendor can be a time-consuming, labor-intensive process, given the ever-expanding vendor landscape and emerging nearshore and offshore regions. Blockchain is proving to be a viable solution to help procurement teams manage the process more efficiently and cost-effectively.

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Procurement Management 64

Sales Readiness Group

MAY 16, 2019

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.

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Procurement Negotiation 66

Strategic Account Management Association

OCTOBER 26, 2021

Procurement leaders, chief financial officers and other senior leaders can be great sponsors if the fit is right. Number two: The SAM needs to be part of the executive sponsor selection and be comfortable with the selected sponsor. I suggest expanding your search beyond title and role, beyond commercial leaders.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

5600 Blue

MAY 31, 2018

Some of you know that I post quite a bit about working with procurement. We brought together sales and sales leaders, as well as a chief procurement officer and two of his buyers. The primary take-away is that we (sellers and procurement) have way more in common than we think. There are a couple reasons.

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Procurement Sales Stakeholders Acquisition 52

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Whetstone

MAY 9, 2023

Unfortunately, Procurement doesn’t! This vicious cycle is typically the result of procurement departments believing their value to their organization is to find ways to drive prices down. Here are four tips on how to effectively deal with procurement departments: 1. You know how valuable your solutions are.

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Procurement Suppliers Value Proposition Decision-making 40

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly By Procurement Magazine Let the panic set in….clearly

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Procurement Decision-making Negotiation Supply Chain 52

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.

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Supply Chain Procurement Suppliers Digital Transformation 102

Holden Advisors

SEPTEMBER 30, 2021

Just because we're told that we are a commodity (which is a procurement tactic), does not mean we are a commodity. The biggest problem with pricing to market is that we sell to customers, not markets, and customers use our products in unique ways. We’ve been told we’re commodities a lot.

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Procurement Profitability Negotiation Innovation 195

Red Star Kim

SEPTEMBER 8, 2023

Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. We communicate differently with procurement professionals than other decision-makers and users of professional services.

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Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

NOVEMBER 18, 2022

Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. He surprised us with: “Procurement hates tendering as they are busy so sole sourcing is attractive”.

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Value Proposition Procurement Innovation Leadership 130

Hubspot Sales

DECEMBER 6, 2017

This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. Representatives from your prospect’s Finance, Legal, and Procurement teams, and much of the executive staff, will likely be busy or on vacation beginning December 15th.

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Procurement Onboarding Stakeholders Finance 145

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Importance of key account management Existing business is cheaper and more profitable than new business. But (and it's a big but). The answer? Key account management to the rescue! What is key account management?

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Key Account Management Account Management Management Suppliers 246

Hubspot Sales

JUNE 18, 2018

Are there legal or procurement reviews? A legal or procurement process isn’t a roadblock to a sale, but a lack of business pain is. Have you purchased a similar product before? Is this a competitive situation? What’s the process for actually purchasing the product once you decide on it? What are potential curve balls?

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Procurement Sales Decision-making Prioritization 145

Hubspot Sales

NOVEMBER 5, 2019

Expedited procurement process — When sellers put in bids during a reverse auction, they’re putting the best features of their product or offering in front of the buyer for their consideration. Reverse auctions are commonly held in B2B transactions, with procurement teams sourcing goods and services for their respective companies.

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Procurement Suppliers Government Manufacturing 106

The SAMA Podcast

SEPTEMBER 3, 2022

However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed? How have procurements’ expectations of SAMs changed? How have procurements’ expectations of SAMs changed? What do SAMs and their companies need to do to adapt?

Supply Chain 80

Supply Chain Procurement Account Management Management 80

SBI Growth

JULY 5, 2013

3 years ago he ran into Melissa who was a Procurement Assistant. In one message, he sends every Procurement Manager he knows a targeted offer. Tagging cuts through the noise and identifies titles and roles to target. Use Case: Carl has been a Senior Account Executive for 12 years. She couldn’t buy a pencil. You forgot all about her.

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Procurement Sales Software Software 123

Hubspot Sales

APRIL 17, 2018

At the end of the third meeting, you could ask them to connect you with procurement so you can start learning about their purchasing requirements. Some companies require a legal review or formal procurement process to get a deal done. Not only will you have a head start over other vendors, you'll seem more prepared and experienced.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Hubspot Sales

NOVEMBER 30, 2018

Who in Procurement is working on this project?". You know what would be easier -- why don't I just talk to Procurement directly. Providing the explanation before the question comes off as passive-aggressive, because it implies that the salesperson's conclusion -- in this case, talking to Procurement directly -- is not up for debate.

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Procurement Sales Communication 105

Customer Think

NOVEMBER 14, 2023

Accounts Payable (A/P) 3-way matching is a fundamental process in financial accounting, especially in industries with complex supply chains like the apparel industry. This process serves as a cornerstone for effective financial management, ensuring that payments are accurate, justified, and fraud-free.

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Procurement Supply Chain Management 59

Nutshell

JUNE 5, 2020

After identifying her ideal customer profile, which was mainly procurement managers at heavy engineering companies, Oakley and his team attended exhibitions to build a list of leads. At the exhibitions, however, they didn’t shoot straight for the sale when meeting procurement managers and sales reps.

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Procurement Value Proposition B2B Sales 96

Revenue Storm

MARCH 14, 2023

5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement. Get a handle on the procurement processes early and definitely do not leave it till the last minute.

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Procurement Value Proposition Decision-making B2B 78

Hubspot Sales

NOVEMBER 27, 2017

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. You should also ask your champion or main contact for access to Procurement relatively early in the process. If yes, can we please have a copy?”.

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Procurement Decision-making Negotiation Value Proposition 111

MTD Sales Training

MAY 3, 2020

You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. You’re still classed as a vendor though and the deal is a business transaction rather than a business relationship still.

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Suppliers Procurement Key Account Management Sales Training 140