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10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

New procurement teams introduce big challenges and new opportunities into the customer relationship. My old contact has been replaced A new procurement team introduces fresh dynamics and relationships. The working environment will undoubtedly change from what you were used to with the previous procurement team.

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Consultative Selling Tips: How to Sell to Procurement Managers

Brooks Group

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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Struggling With Procurement?

Whetstone

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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Own Your Process to Stay Out of the Procurement Pit

Hubspot Sales

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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How to pitch to procurement, with Jessica Bowler and Iris Gatzweiler

Account Management Skills

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.

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Could Sales' Secret Weapon Be Procurement?

5600 Blue

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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Understand the Value You Offer to Your Customer

Holden Advisors

Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." Then probe for financial benefits or business improvements that their customers will get.