In this episode, Dan Sanchez and Brian Dietmeyer talk about navigating the complex world of procurement as a salesforce. They dive deep into the challenges sales teams face during the final stages of the sales cycle when dealing with procurement departments. The conversation reveals practical strategies for better understanding and collaborating with procurement professionals to close deals more effectively and efficiently. This episode is essential listening for sales professionals who regularly encounter procurement hurdles and are looking for ways to forge stronger relationships and smoother pathways to success.
Timestamps:
03:19 Woman reacted. Miscommunication in procurement process clarified.
07:20 Inexperienced seller faces challenge in airline procurement.
12:06 Importance of share of spend to procurement.
13:54 Young procurement professionals leading strategic sourcing initiatives.
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