Selling to procurement: How good are we?
Selling Interactions is very proud to be collaborating with Four Pillars, a specialist consulting focusing on strategic relationship management. For any sales professional, this is a critical area, as it affects profoundly the possibilities we can achieve in our dealings with customers.
Four Pillars ran a research study in 2007 on how key account managers were dealing with the new relationships many of them were (sometimes reluctantly) experiencing with their customers’ procurement professionals. Procurement had emerged as a key player in a game from which previously they had been largely excluded, and account managers brought-up on relationship selling were finding it incredibly difficult to forge the productive relationships.
The findings made for tough reading for account managers in all sectors; most had a profound lack of understanding of how procurement operates and, despite acknowledging the emerging importance of procurement, most were reluctant and fearful of engagement ‘with the enemy’.
Now, in 2012, we are repeating that research and to find out to what extent the sales and account management profession has learned to love procurement, and how we can help you in this vital arena.
Respondents will receive a copy of our Insight Report, detailing the survey results and our analysis. And, co-authored by a David (in procurement all his life) and Anderson (in sales all his life) it will make for interesting reading!!
If you have a client or customer facing role in sales or account management, we’d be delighted if you would take a few minutes to answer quick 12 questions, using the following link: