In this episode of SalesTV, we explored the intricate world of corporate procurement with procurement specialist Michael Pearson. We uncovered strategies and insights to effectively engage with procurement professionals and transform challenges into opportunities for success. Michael shares his vast experience to help sales teams build meaningful relationships with procurement, discussing key motivations, negotiation tactics, and common mistakes to avoid. He sheds light on what procurement truly values, providing practical tips on initial contact, pitching, and navigating the negotiation phase.
Highlights
06:57 Early contact helps build rapport with procurement
16:31 Ideal customer focus crucial
19:33 Stay in contact, be comprehensive. Avoid extensions
23:24 Expect price skepticism from procurement
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