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.
More Subscriber-Only Resources From Our Library
-
Strategies and Tactics for Boosting Your Close Rates
Most B2B companies would like to improve their close rates. On nearly every sales and marketing research study ever conducted, something to the effect of "improve our win rates" shows up as a top priority or objective. But what are they really doing to make it happen?
View This Guide -
The Myths of Marketing Automation Exposed
Amid all the hype and clamor to get on the marketing automation bandwagon, are marketers really getting the truth about what these systems can...and can't...do? In this on-demand webinar, we explore the common myths and misconceptions that can hurt your performance.
View This Webinar -
Why Companies Win and Lose Strategic Sales
What can analysis of over $6 billion worth of deals teach you about why companies win and lose sales? And what does the research say about the actions that can help you win more and lose less?
View This Research -
Why Strategic Accounts Defect to Competitors
Learn what research conducted by AskForensics reveals about the real reasons companies fail to retain strategic accounts and what they can do about it.
View This Research
