Blog
Notes:
Procurement is a black box for the majority of Solution Engineers and even Salespeople. Many salespeople treat Procurement as the enemy, thinking that their only job is to beat them up on price, so today I have Mike Lander on. Mike is a former head of Procurement but is now helping Sales understand procurement better so they can close deals faster.
Key Takeaways:
- Understanding Procurement’s Role
- Mike’s Insights on Procurement Priorities
- The Importance of Early Procurement Involvement
- Navigating Procurement and Technology Governance
- The Three Types of Savings
- The Dilemma of Discounting
- Understanding Value Creation
- The Waterfall Technique
- Effective Sales Strategies
- Navigating Procurement
- Traits of Successful Salespeople
- Final Thoughts and Resources
Quotes:
“Most importantly, there are three types of savings. There’s a true cost saving. There’s cost avoidance and there’s what we call value add” – Mike Lander
“ it’s not my job to explain to you how value created from your solution if you can’t explain to me a value waterfall of how when I buy this product and service we’re going to get.” – Mike Lander
“ Your job is your job as the sales lead really should be to orchestrate all of the players, which are both sides, you and the customer, and get alignment so that when they play the, you know, the national anthem, it’s in tune.” – Mike Lander
