In today’s major account driven sales environment, the influence of your customers’ procurement department is becoming an increasingly important consideration in how to develop and execute a winning sales strategy. If you have already encountered a strategic procurement function, you’ll be aware of the influence of professional buyers, structured sourcing processes and supplier management methods can have. If not, in all probability you soon will be!

Dealing with a strategic procurement team can have dramatic implications for sales teams and account managers. Knowing how to sell to (as opposed to avoiding) procurement can play a big part in how you:

• 1. Deliver winning sales pitches and ‘RFP’ presentations.
• 2. Build a support base that includes influential procurement stakeholders.
• 3. Implement an account management strategy that deepens the relationship with a key customer.

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