Selling To Procurement Book in PDF, ePub and Kindle version is available to download in english. Read online anytime anywhere directly from your device. Click on the download button below to get a free pdf file of Selling To Procurement book. This book definitely worth reading, it is an incredibly well-written.
Selling is getting tougher for one key reason. Many customers have invested in their procurement function in order to be smarter buyers of goods and services. Ever since the great recession, organizations of all sizes and types have learned to use procurement as a strategic profit lever. Unfortunately, many sales teams haven't figured out how to keep up with this new threat. Often the result is lost sales, margin erosion, and frustrated salespeople. It doesn't have to be this way.Based on direct experience working in procurement leadership for a Fortune 50 business, as well as teaching global procurement, working in key account management, and research, the author provides perspectives for how sales professionals can better understand the modern procurement organization.Originally published as a short booklet in e-book format only, it has now been converted to print form based on many requests (about 65 pages in printed form).It is intended to compliment your existing sales and negotiation methodologies. Get beyond the procurement tactics you see to understand what drives procurement's behaviors. Learn how to spot emerging threats from procurement that could cost you the next deal. Find hidden sales opportunities by understanding procurement's goals. Exploit their fears and needs in your next negotiation. Gain confidence in using your value in selling to procurement. This is a field guide to empower sales professionals to better handle procurement to achieve sales success in an increasingly challenging environment.
What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation(R) model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today." Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation(R) is light years ahead of the rest of the field." Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: "Because of this book, we'll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It's crystal clear and easy to understand, and necessary for any serious sales professional." Jeff Blackwell, Founder SalesPractice.com "This book is a dead-on analysis of how buying decisions get made." Anne Miller, author Metaphorically Selling "Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy." Michael Norton, Founder CanDoGo.com "Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution." Jill Konrath, author Selling to Big Companies "Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making." Lee J. Colan, author Sticking to It "Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach." Britton Manasco, Principal Manasco Marketing Partners "This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation(R) will be a natural part of our sales process." Reg Nordman, Managing Partner Rocket Builders "Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide." Mark Dallmeir, CEO The ROBB Group Holdings "Sharon Drew's Buying Facilitation(R) model is the only approach that manages the off-line decision making. We've used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional." Jack Hubbard, CEO St. Meyer & Hubbard. "Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of 'manipulating' people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact." Gil Friend, CEO Natural Logic
Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.
Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as “best practices”, the authors coin them “next practices.” These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. If these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear.
If the only measure of your organization's purchasing performance is forcing down prices from suppliers then not only is your purchasing team failing to add value, they may also be damaging your supply chain and the medium to long-term competitiveness of your organization. Derek Roylance's Purchasing Performance - Measuring, Marketing and Selling the Purchasing Function is a blueprint to help you identify the performance measures and marketing expertise that matter for your purchasing team. Buyers don't exist in isolation but often find it easier to focus excessively on the external market place leading to neglect and subsequent alienation of their internal customers. The book recommends operating the function as a business within a business. Part of this approach is to increase market share by better internal marketing and selling of their procurement expertise. The author provides practical methods for measuring purchasing performance and then communicating effectively - to the whole organization - the contribution the function can make to increase competitive advantage, profitability and all-round efficiency. In an intensely competitive world marketplace, purchasing can only achieve its true potential if it can persuade top decision makers that it will pay them to involve their procurement specialists in all major strategic decisions; the book shows how to achieve this top-level influence.
This book is intended for all stakeholders involved in the process of selling and purchasing indirect goods and services. It is a well-known fact that procurement involvement in indirect acquisitions is increasing. In order to respond to this new trend, the author, an expert in indirect procurement with more than 10 years of professional experience, reveals secrets to selling and purchasing services from the procurement's perspective. Readers will have a chance to further their knowledge about purchaser's roles and understand how large companies handle their sourcing process. This knowledge will help readers gain a new perspective about the possibilities of leveraging relationships between purchasers and suppliers. Sales professionals will learn how to reach their objectives of securing new clients and promoting repetitive business. Answering RFP's will no longer be a secret. For example, this book covers: -How suppliers can manage to compete with competitors already in a relationship with their prospective clients. -How to influence the outcome of an RFP, without sacrificing too much profit. -How to leverage the procurement function and be the suppliers that receive new business with fewer RFPs to respond to. Purchasers that are new to acquiring services will understand the dynamics and processes associated with sourcing indirect categories. For example, this knowledge will allow understanding: -How purchasers can manage to get accepted by budget holders and improve sourcing coverage through value-added services. -How buyers and suppliers can cope with internal resistance that often occurs when new suppliers are invited to compete in RFPs. -How collaboration between purchasers and suppliers can usually bring more value than the traditional procurement approach of focusing too much on price. For the cost of this book, you will get a head start, receive valuable insights, and enter into successful negotiations much faster.
Sales and Procurement have been dealing with each other for a very long time, often with the mixed messages Dr John Gray famously talked about in his blockbuster 'Men are from Mars, Women are from Venus' It's a landscape filled with tenders, negotiations, probity, sales quotas, savings targets, strategy, very different personalities, varying expectations and hundreds of tactics. This book takes you 'behind the curtain' by giving you unique insights into the thinking, strategy and tactics of both professional sales people and professional procurement practitioners. It is written in the style of a 'fly on the wall' conversation between us as we discuss, debate, argue and educate each other, and in turn, you, about the real mindsets, tactics and approaches of each side.
A must-read for all marketing and advertising professionals and for all procurement pros who touch the marketing space! Authored by Gerry Preece, ex-head of marketing procurement for the world's largest advertiser and by Russel Wohlwerth, an ex-agency executive who is now one of the industry's most respected consultants, this book hits the "marketing procurement dilemma" head on. Preece and Wohlwerth deliver a punchy, concise, clear-minded assessment of the problem and offer straightforward solutions. They establish a sharp focus on the often-misidentified central problem, explain specifically why and how the marketing space truly is unique, and clearly spell out the implications for procurement. They prescribe four things procurement must do to succeed in the world of marketing. Those four solutions are market-proven. They work. This short, densely packed book makes the compelling case that marketing is not a cost to be minimized, but rather an investment to be maximized. And it goes far beyond that, providing insights into how procurement professionals think, explaining why it doesn't work to simply tell procurement pros that "marketing is different," and offering ideas on how to build an effective marketing procurement organization.If you're an agency leader, a CMO, or a brand marketer, this book will empower you to influence how procurement approaches the space, thus enabling you to deliver better marketing work. If you're a CFO, this book will give you clear insights into how to properly leverage procurement to improve marketing ROI. And if you're a Chief Procurement Officer or a marketing procurement professional, you'll discover a powerful road map that will maximize your bottom line performance and results.