Angus McIntosh's Contact Details

Angus McIntosh's Company Details

Selling to Procurement

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Management Consulting

For B2B sales and account teams, having to deal with specialised Procurement functions is a fact of life in working with large modern corporations. For salespeople, this can be the start of a frustrating process. Often it feels like Procurement has no real understanding of your value proposition, too little concern for the wider needs of their own business and a desire to eliminate or capture all of your value from the relationship.You are beginning to realise that your standard approach to selling features and benefits and overcoming objections won't get you anywhere with them.But here is the ironic part. Far from being a blocker to your next contract, Procurement can actually become a champion of your growth. The key is to understand them and what they need and to build effective strategies to engage them.Based on our decades of Procurement experience we lift the lid on the workings of this increasingly influential function and give you the tools you need to succeed in dealing with them.