Don't think of procurement as the 'dark side', Procurement expert Jens Hentschel tells us we should think of them as the 'bright side'.
Salespeople avoid engaging with anyone in procurement as they see them as a threat or someone that could scupper a deal. They'd rather make a cold prospect call than a call to someone in procurement with an existing prospect.
But times are changing and engaging with them early in the sales process could be more positive than negative.
Jens talks us through the procurement process, new directives and how cost saving above all else is no longer the number one priority.
Our first ever podcast is with Joe McFadden who was CTO at the Royal Opera House in London. Joe shares his thoughts and experiences as a senior decision maker within the buyer committee.
We discuss a bunch of important areas for the buyer/seller engagement including how projects start, who’s involved, how they research before engaging with sales, what information sales can provide that really helps, discovery questions, what decision makers need from salespeople, how decisions are made, plus his own experience with no-decision outcomes.
All too often salespeople look to sales experts and trainers for guidance and advice on how to improve, understanding the buyers perspective is some of the best feedback you’ll ever get.