#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

0:00 / 0:00

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’)

Share this episode

Similar Episodes

7. Timothy Garton Ash: Finale Interview | The Europe’s Stories Podcast

Oct 20, 2021 ·65m

6. Europe in the World | The Europe’s Stories Podcast

Oct 12, 2021 ·56m

5. Democracy | The Europe’s Stories Podcast

Oct 5, 2021 ·60m

4. Social Europe | The Europe’s Stories Podcast

Sep 28, 2021 ·60m

3. Free Movement | The Europe’s Stories Podcast

Sep 21, 2021 ·56m

2. Free Movement | The Europe’s Stories Podcast

Sep 14, 2021 ·55m

Similar Podcasts

Life of Jesus Critically Examined, The by David Friedrich Strauss (1808 - 1874) LibriVox Strauss was an early pioneer in the ongoing 'Quest of the Historical Jesus' movement, and his Life of Jesus is one of the few landmarks in the field. The first edition of Strauss' book was published in Germany in 1835, when he was only 27 years old. He focused his attention on battling two theological fronts which were current at the time - the biblical Literalists who believed the miracles in the Gospels were to be taken as literal history, and the Rationalists, who believed that the Gospel miracles were true but could be explained by natural and rational causes. Strauss rejected both camps and, in a historical analysis of the Gospels that was scrupulous and exhaustive, concluded that our knowledge of the Historical Jesus is hopelessly buried under layers of legend and myth.The price that Strauss paid for publication was high – his book scandalized Europe, and cost him his job as Chair of Theology at the University of Zurich, and ultimately his career. Dozens of books, mos Fieldfisher Tech & Digital Mark Webber We are expert in European digital regulation and guide businesses through the complexities of the EU’s rapidly evolving regulatory environment.Europe is one of the world’s largest internal market - with our focus on digital regulation for online platforms, social media and emerging technologies (AI, automation, AR/VR etc.) we keep you up-to-date with the EU’s digital agenda, latest impacting European legislation and implications of Brexit for the industry. "From Heroin To Christ." - A True Story By E. A. Moldovan Elizabeth Moldovan Born the year her parents immigrated from Europe, in a large catholic family, she experienced poverty, neglect, sexual assault, rejection and abandonment before the age of eighteen. Her father passed away after battling cancer for eleven years, when she was nineteen years old. It was then that her world took a bad turn, when she fell in love with a drug addict/dealer. She used heroin and methadone everyday for 24 years while trying to raise her 5 children. Then life changed radically and she became homeless with her 3 year old daughter. Desperation set in and she attempted suicide. Horst und Heimat - Der Podcast mit Gehrling & Pröstler Sabrina Pröstler und Renate Gehrling Sabrina Pröstler und Renate Gehrling präsentieren Horst & Heimat, den offiziellen Podcast des Heimatministeriums. Als die Audiobeauftragten des Bundesministeriums für Innere Sicherheit, Bau und Heimat widmen sie sich der Vermittlung des wichtigen Themas Heimat an die Bevölkerung. In engem Austausch mit Heimatminister Seehofer leisten sie damit einen wichtigen transformativen Beitrag hin zu einer zukunftsfähigen Gesellschaft. Da sie gleichzeitig Beauftragte der EU-Kommission für kulinarische Integration sind, liegt ihnen besonders das Thema "Heimat Europa" am Herzen. Sie senden aus der fränkischen Provinz - geographisches und kulturelles Zentrum Deutschlands und Europas - in die gesamte Bundesrepublik.

URL copied to clipboard!