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.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!