#158 – How do Procurement like to be sold to? w/ Michael Pearson

What this episode covers

This week on The Sales Transformation Podcast Dr Phil Squire is joined by Michael Pearson, founder of insidetheprocurementmind. After decades of experience working in procurement, Michael has now turned his attention to helping sales teams understand how to effectively engage with procurement.  This is a bit of a special episode as it also marks the kick-off of our Global Sales Research Project. This year Phil is revisiting the doctorate study that originally produced The Sales Mindsets and asking once again: How do customers want to be sold to?  Over the coming months Phil will be interviewing buyers from across the globe to try and find out what it is they look for in a great salesperson. We’re putting this first interview on the podcast feed so you can get a flavour of the research!   Highlights include:  [08:06] – Procurement has its own stigmas [18:44] – Procurement people hate cold calls. But should they? [29:44] – Account Managers have to fight in their customers’ corners  If you’d like to participate in our research project or know someone who would, please send us a message at [email protected]  Connect with Philip Squire on LinkedIn Connect with Michael Pearson on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

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