Articles

Not so fast… the blame game is dangerous

Not so fast…. sales professionals and internal business stakeholders love to blame Procurement.

Do you truly understand why organizations have Procurement in the first place?
In many cases they are managing millions or billions in supplier spend.

Procurement’s Mission and Value Proposition:
✔︎ Total Cost Optimization = optimize and maximize supplier spend
✔︎ Drive innovation from the supply base
✔︎ Mitigate risk
✔︎ Understand the category marketplace within their remit to deliver on the above

❌ Stop assuming the worst in Procurement & Supply Chain

🎯 Sales folks… know your value proposition, connect this to the customer; you will win more deals and upsell more than you thought possible

Procurement is not the enemy.

Didn’t get that last sale… blaming Procurement is short sided!
⚔️ Time to level up: their importance is growing as the c-suite looks to optimize gross margin, internal productivity and minimize opex!

Sell Smart.
You don’t get what you don’t ask for…

#sellsmart #businessfierce #sales #salescoach #salestraining #customerexperience #negotiation #procurement #success #salesexcellence #valueselling #innovation #b2bsales #strategicsourcing #supplychain #growth #business #b2bsales #valuebasedselling #bridgethegap