Inside the Buyers’ Mind - How to sell through procurement

Duration: 57 minutes

Learning objectives: To understand the the procurement function and how to align to it from the sales perspective.

Credit CPDEx:1.0

Tag(s) Business, English, Level 4, Team Performance, L4C3, L4C4

Inside the Buyers’ Mind - How to sell through procurement

Description

Recommended audience

Sales Professionals

Type of audience

English-speaking UK and International

Description

In today’s major account-driven sales environment, the influence of a customer’s procurement department is becoming an increasingly important consideration in how to develop and execute a sales strategy.

Dealing with a strategic procurement team can have dramatic implications for sales teams and account managers. Knowing how to sell to (as opposed to avoiding) procurement can play a big part in how you:

Deliver winning sales pitches and ‘RFP’ presentations,
Build a support base that includes influential procurement stakeholders, and
Implement an account management strategy that deepens the relationship with a key customer.

Key takeaways

· Learn how to identify an ‘old-school’ or a strategic procurement team
· Change the way you sell to the way that procurement buys
· Develop strategic actions that lead to collaborative working and create value

CPD Points

CPD Points: One

Presenters

John Newton - Head of Learning & Development, State of Flux

John helps procurement and supply chain teams manage their strategic and critical suppliers and implement value-creating supplier relationships.

Prior to joining State of Flux, John was the Global Sales Learning Director at NCR Corporation where he managed organizational learning and development for the global sales force.