How to Manage Procurement Departments
By Jeff BealsAs a general rule, I recommend sales pros avoid or work around the procurement department as often as possible.
Procurement departments are populated with “professional buyers,” people who are highly trained and experienced. That means they have a built-in advantage over sales professionals. They tend to be more formidable in sales negotiating than sales reps.
That doesn’t mean you disrespect professional buyers, show hostility toward them or have disdain for them. Sometimes, despite your best efforts not to, you will have to work with procurement. They are human like you and me. Building rapport and trust with them can be … Read the rest