In this episode, Brian Dietmeyer talks to Carrie Welles about mastering the language of procurement. They explore the crucial skills sales professionals need to effectively communicate and negotiate with procurement departments. This insightful discussion delves into strategies for shifting conversations from price-focused to value-driven, understanding the internal metrics of procurement success, and the importance of aligning sales strategies with procurement processes. A must-listen for anyone in sales or sales management looking to enhance their negotiation tactics and build stronger relationships with procurement professionals.
Click here to open/download the article referenced, "Speaking the Language of Procurement."
Timestamps:
00:26 - Introduction to the language of procurement and its importance in sales.
01:42 - Brian's personal experience and evolution in understanding procurement.
02:50 - Key aspects of procurement language and initial client experiences.
04:47 - Strategic relevance of procurement and internal customer satisfaction.
07:31 - Discussion on the share of spend and its impact on procurement's strategic relevance.
09:17 - Exploring the effectiveness of lowest bidders in procurement deals.
11:08 - Aligning sales strategies with procurement processes.
13:19 - Common misconceptions about professional buyers and strategies to overcome them.
16:25 - Closing thoughts and additional resources on procurement language.
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