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Salespeople: Make procurement your value merchant
Stop talking only about price with the buyer.
Your price ranks no higher than sixth on procurement's own performance scorecard. Yet it's where almost every commercial conversation starts, and where too many of them end. The gap exists because a vague supplier value claim gives the buyer nothing to work with except the one lever they can measure alone: price.
Your price ranks no higher than sixth on procurement's own performance scorecard. Yet it's where almost every commercial conversation starts, and where too many of them end. The gap exists because a vague supplier value claim gives the buyer nothing to work with except the one lever they can measure alone: price.
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In this 60-minute webinar, we break down the four levers procurement actually weighs when they assess what you bring to the table, and show sales teams how to build a value proposal procurement can carry to their own leadership without you in the room.
What you'll take away:
What you'll take away:
- The formula procurement uses, whether they say it out loud or not, to decide if what you're offering is actually worth what you're charging for it.
- The four levers behind that formula, and why risk, procurement's single highest priority, is the one most suppliers address with a placeholder sentence instead of a real plan.
- How to turn your value proposition into something procurement doesn't just accept, but actively champions to their own leadership.
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On-Demand Knowledge You Can Apply
Access our past webinars and gain practical takeaways from each session:
