Could Sales' Secret Weapon Be Procurement?

Some of you know that I post quite a bit about working with procurement. There are a couple reasons. First, it’s mostly a painful and dreaded experience for those of us who sell. Second, because we’ve been consulting for over 20 years to both buying and selling teams, this practice has provided deep insight into the nature of that relationship.

I want to share an experience from last week. We brought together sales and sales leaders, as well as a chief procurement officer and two of his buyers. In this day-long session, a great deal was learned from both sides. It was one of the most gratifying sessions I have facilitated in a long time as the value was extremely high for all.

Brian's thoughts, insight sellingbrian dietmeyerMay 31, 2018business relationships, sales performance

Insight Selling Question: Insight Into What?

Today’s sellers are being told time and again their role has evolved: “To be successful now, your job is to bring insight to our customers!” While this is true, with that mandate comes a new question: Insight into what?

Brian's thoughts, insight sellingbrian dietmeyerJune 8, 2017using insights