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
-
21 Questions About Your Price Segmentation
It can be difficult to know if your price segmentation model is as effective as it should be. This 21-point diagnostic assessment helps you measure how good your model really is and uncover potential areas of improvement.
View This Diagnostic -
How to Stop Losing Sales to "No Decision"
For many companies, the biggest competitor they have to contend with is "no decision." In this tutorial, learn strategies and tactics for addressing the real root-causes behind prospect inaction.
View This Tutorial -
Stop Guessing About What Your Prospects Value
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial -
Arming Sales to Protect Value
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
View This Research
![](https://www.marketingopsjournal.com/wp-content/uploads/2015/06/Chris-Provines-Interview-Splash4-300x225.png)
Why Subscribe?
When you join your peers and become a Marketing Ops Journal subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial Marketing Ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in Marketing Ops who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific Marketing Ops challenges