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

  • Recognizing Seven Deadly Targeting Mistakes

    In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have you can avoid making them yourself.

    View This Guide
  • Diagnosing Sales Problems

    Failing to identify the true root causes of sales performance problems often leads to a frustrating game of Whack-A-Mole. In this on-demand training webinar, learn how to identify and correct the real root causes behind sales performance issues.

    View This Webinar
  • How To Deal With Inflation

    With all that's been happening over the last few years, inflation was bound to catch up with us. So what should we be doing differently to deal with the rapid inflation we're seeing on so many fronts?

    View This Webinar
  • The Multiple Dimensions of Value Chart

    Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.

    View This Tool