In this five-part series, we explore the necessary elements of selling into large organizations. In Part 3, we explore the strategic importance of procurement in the sales process.
Missed Parts 1 and 2? Go back and check them out!
The role of procurement has evolved over the years from a group that was simply focused on obtaining the best price to a group that looks after various key responsibilities.
The procurement team manages:
How can a salesperson ensure the experience with the procurement group is a positive influence on the sale?
In short, treating procurement as a key partner and involving them early will absolutely help to:
by Jeff Bilyea