#24 Christoph Schittny / Understanding Procurement

Episode 4 of the Europe's B2B SaaS Sales Podcast podcast, hosted by Unique x SalesPlaybook, titled "#24 Christoph Schittny / Understanding Procurement" was published on February 18, 2021 and runs 40 minutes.

February 18, 2021 ·40m · Europe's B2B SaaS Sales Podcast

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Summary

This is about learning from a true Procurement Leader with Christoph - who started his career in sales and since then “moved between both worlds” intensely over the last 15 years 3 things to be learnt from Christoph 1️⃣ “Procuring is necessary, (Traditional) Procurements is not”: Professionals buy digitally for even 7-digit amounts and procurement people need to move towards providing solution and a consulting role (3’) 2️⃣ Less than 1(!) out 10 people typically ask Christoph about his internal buyer journey. Dear sales people, please strive to understand before wanting to be understood - people like Christoph are more than happy to help you sell - if you ask! (5’ + ongoing) 3️⃣ Sales is not a “one-time-thing”, but should be - especially in DACH - an activity of continuous value creation for the client. Culture matters (so much) in sales - North America might be a few years ahead in regards to technology, but DACH requires a local approach to succeed. (28’)

Episode Description

This is about learning from a true Procurement Leader with Christoph - who started his career in sales and since then “moved between both worlds” intensely over the last 15 years

3 things to be learnt from Christoph

1️⃣ “Procuring is necessary, (Traditional) Procurements is not”: Professionals buy digitally for even 7-digit amounts and procurement people need to move towards providing solution and a consulting role (3’)

2️⃣ Less than 1(!) out 10 people typically ask Christoph about his internal buyer journey. Dear sales people, please strive to understand before wanting to be understood - people like Christoph are more than happy to help you sell - if you ask! (5’ + ongoing)

3️⃣ Sales is not a “one-time-thing”, but should be - especially in DACH - an activity of continuous value creation for the client. Culture matters (so much) in sales - North America might be a few years ahead in regards to technology, but DACH requires a local approach to succeed. (28’)

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