Selling to Procurement: 7 Secrets to Decoding Procurement for Smarter B2B Selling and Negotiating
Description
Selling is getting tougher for one key reason. Many customers have invested in their procurement function in order to be smarter buyers of goods and services. Ever since the great recession, organizations of all sizes and types have learned to use procurement as a strategic profit lever. Unfortunately, many sales teams haven't figured out how to keep up with this new threat. Often the result is lost sales, margin erosion, and frustrated salespeople. It doesn't have to be this way. Based on direct experience working in procurement leadership for a Fortune 50 business, as well as te...
ISBN(s)
1482704587, 9781482704587
