Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Expert Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Being Fearless When Selling to Procurement People

Chris Provines, the Author of Selling to Procurement, Reveals the Goals, Motivations, and Tactics of Today's Purchasing Professionals

Just the hint that Procurement might be getting involved in a deal can cause even the most seasoned sales professionals to start calculating discounts and extending forecast timelines. In this recorded and transcribed interview with Chris Provines, the CEO of Value Vantage Partners and the author of Selling to Procurement, you will learn about:

  • The underlying business and market dynamics that have led to a massive boost in procurement's power and influence
  • How understanding your opponent's motivations and goals can reduce the fear and uncertainty in your dealings
  • The common tactics that purchasing professionals will use and how to prepare your team to handle them effectively
  • How procurement's goals and your sales quotas are destined to collide in the future and put even more pressure on margins

This interview is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Answering Three Questions to Enable Change

    In this guide, learn a more effective approach for championing new solutions in B2B environments.

    View This Guide

  • Maximizing the Effectiveness of Sales Training

    Research shows that most sales training programs just don't "stick" over the long term. In this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have "stickiness" built-in from the very beginning.

    View This Webinar

  • Creating Content That Actually Works

    While every marketing pundit and publication is fueling the hype around content marketing, the hypesters are omitting some important facts and glossing-over some crucial processes. In this on-demand training webinar, you’ll learn about ten proven strategies for creating more effective sales and marketing content.

    View This Webinar

  • The Price Segmentation Self-Assessment

    Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.

    View This Tool