UPCOMING SHOWCASE EVENTS:

Experience the unique Dealing with Procurement
and Professional Buyers content!

In this interactive workshop, you will discover skills, tools and
approaches to deal effectively with tough, demanding
procurement professionals including:

• How procurement is measured, and the high value, low cost
  ways sales people can help them succeed
• Understanding the unique pressure procurement
  professionals face, and what sales people can do to help
  them deliver required results while protecting their own
  bottom line
• Tools and techniques to effectively engage tough buyers
  and create a provocative procurement dialogue that leads
  to higher levels of collaboration and innovation
• Skills to uncover, prioritize and gaining agreement on
  previously Undiscovered and/or underappreciated needs so
  that price becomes a factor in the decision making process,
  rather than the focus

Facts:

• According to Corporate Executive Board, 57% of sales
  decisions are made before a sales person is contacted. Since
  2008, Procurement has moved from a transactional
  processing role to a strategic business partner role.
• Sales people who understand professional buyers, how they
  are measured, and what pressures they face are able to
  fully engage with procurement rather than try to avoid or
  work around them.
• Top sales performers know how to engage procurement
  professionals in provocative dialogues to take control of the
  sales and negotiation process, especially when the buying
  professionals insist it’s only about a better price, higher
  discounts and more giveaways.