Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

Why Your Sales Team Is Afraid of Procurement

“Procurement is getting involved.”

In most B2B sales operations, this little phrase evokes more fear and dread than any four words Stephen King or Wes Craven have ever strung together.

And after interviewing Chris Provines for “Being Fearless When Selling to Procurement People” in the SellingBrew Playbook, I have to conclude that most sales teams have a right to be afraid…very afraid, in fact.

Chris is the author of “Selling to Procurement” and in the interview, he makes it very clear that most B2B sales teams are unprepared and ill-equipped to deal with the professional buyers who are often sitting on the other side of the table…

I’ve worked in purchasing. I have a lot of friends that work in purchasing. Typically, they’ll invest a couple of weeks in negotiations training for each and every person in purchasing. So, if you work with a sales organization or lead a sales organization, think about how many weeks, or even days, of negotiations training your salespeople have received?

It’s a great point. In my experience, B2B sales teams usually receive more training around submitting expense reports than around how to negotiate more profitable deals.

Throughout the interview, Chris sheds a lot of light on the procurement function. He discusses the caliber of people who are in purchasing these days. He talks about what their goals and objectives really are. And, he even exposes a number of the tactics and tricks purchasing people will use to squeeze you for another couple of points.

But lest you think you’re fighting a losing battle, Chris also highlights a number of things that sales teams can do to become more effective in their dealings with procurement and purchasing departments.

You see, fear is very often the product of ignorance—we often fear what we don’t understand. And just giving your salespeople a better understanding of procurement can go a long, long way.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • Quick Wins in Sales Operations

    It’s always good to have a few tricks up your sleeve for boosting results in short order, without investing a ton of effort and money. In this session, we discuss 15 "quick wins" that have proven effective for others.

    View This Webinar
  • Creating More Powerful Sales Proposals

    Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.

    View This Interview
  • How Many B2B Sales Teams Lack Negotiation Skills?

    Recently, we conducted a PulsePoll to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.

    View This Research
  • Maximizing & Measuring Sales Tools

    How do you get everything you can out of your investments in sales tools? In this session, learn about a proven five phase best practice framework for becoming more proactive and effective.

    View This Webinar