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Categories: Sales Negotiation

Win More By Making Procurement Your Ally

Many salespeople find dealing with Procurement an unpleasant task. While it may be a thorn in the side of your sales process, it’s important to remember you can reframe the experience by effectively managing the value conversation and the important interests of professional buyers. Find ways to make the sales process easier on professional buyers and include them as critical decision makers along the road to a winning deal. Here’s our top tips for shifting your negotiation approach so you can find success with procurement.

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Blog Feature

Categories: Sales Negotiation

Two Sales Negotiation Tactics to Use with Procurement

There isn’t a salesperson out there who hasn’t dreaded a meeting with procurement. After all, that’s where opportunities you’ve worked for months on may hit some serious roadblocks. However, best-in-class salespeople understand that dealing with procurement is just like dealing with one more decision maker. The professional buyer has specific interests and value drivers just like everyone else. It’s simply up to you to understand, influence and align those factors with your value and differentiation.

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Blog Feature

Categories: Sales Negotiation

Sales Negotiations: How to Make Procurement Your Ally

It’s true. When it comes to sales negotiations, you can make procurement your ally rather than your chief enemy.  When you approach negotiation as a process that’s centered on value and aligned with your organization’s strategy, procurement will see the value in your solution.

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Blog Feature

Categories: Sales Negotiation

Improve Sales Negotiations: Procurement Wants Value

We expect the feedback to come rolling in about this blog topic. We know what you’re thinking. You’ve spent whole quarters with procurement hammering out costs. You have a hard time believing that price isn’t their one and only focus. But really, just hear us out.  Procurement has to care about more than just price if they want to be effective. It’s your job to find out what else is driving their deal strategy.

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Blog Feature

Categories: Sales Negotiation

How to Position Multiple Options in Sales Negotiations

The best way to minimize a price-only sales negotiation is to provide choices to your customer.  Presenting multiple options is a critical component to an effective negotiation process. You create business value by expanding your offers to include choices for customers that provide them value and also advance your organization’s growth strategy. Multiple options also help provide solutions to the multiple factions in the customer’s organization that may have conflicting interests. It helps provide solutions to address these multiple interests. These choices allow the customer to recognize there are several ways to resolve differences, even within their own organization.

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