When Should We Attempt to Build Consensus With Procurement?

In this episode of SalesTV, we explored the intricate world of corporate procurement with procurement specialist Michael Pearson. We uncovered strategies and insights to effectively engage with procurement professionals and transform challenges into opportunities for success. Michael shares his vast experience to help sales teams build meaningful relationships with procurement, discussing key motivations, negotiation tactics, and common mistakes to avoid. He sheds light on what procurement truly values, providing practical tips on initial contact, pitching, and navigating the negotiation phase. Highlights06:57 Early contact helps build rapport with procurement16:31 Ideal customer focus crucial19:33 Stay in contact, be comprehensive. Avoid extensions23:24 Expect price skepticism from procurement  SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Procurement #RFP #Buyers #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com