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.
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