Kosta_Konfucius

Sales Rep

Avoiding Getting Stuck with Procurement

Recently, I have had numerous deals where we have a great case study and have SVP/C-suite alignment and champion. However, due to increased pressure on net new spending, we are getting stuck with Procurement and having to go through the entire negotiation process and adding two months at times on the deal cycle. Lots of times in solely Procurement trying to "add value" but they just kill deals and piss off the stakeholders.

Any best practices on either avoiding procurement or making it a quicker process?

📈 Closing

21 comment

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braintank

Politicker

Enterprise Account Executive

Be nice to them!!
Ask them "what does a win look like for you?" And work from there

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes! If you can make procurement look good, you’re ahead.

unclespacejam

Politicker

ur dad’s brother

You can also tell them to go fuck themselves

Jk don’t do this but I fantasize about it daily

Sunbunny31

Politicker

Sr Sales Executive 🐰

One reason I’m glad I wfh - I can say anything I want when I’m not on a call. Get over it, move on.

unclespacejam

Politicker

ur dad’s brother

This is the much healthier way to deal with problems lmao

Beans

Big Shot

Enterprise Account Executive

BAM.

SaaSguy

Tycoon

Account Executive

Don't discount until you get to procurement, offer procurement a discount and make them feel like they got a win. Also, try and understand what procurement cares about, sometimes its not just price, it can be more favorable payment terms or contract length etc.

SalesBeast

Politicker

Sales Leader

Be willing to accept using the purchasing companies contract helps cut down on time. Minimizing redlines. Have legal ‘alignment calls’ get both legal teams on a 45 min call can typically get weeks with of bullshit back and forth done in a day.
Or if your company sucks- just don’t offer redlining at all under a certain deal value- but be prepared to lose deals at final stage then.

waterjugsales

Politicker

Account Executive @ Funemployed

As the others said, procurement is not an evaluator of the tech and their KPIs often come down to shaving some margin in some meaningful way (many ways an org can do this)

This is why it’s crucial to also understand if your champion has bought software because experienced buyers know how procurement works and can help you get past their hurdles.

And as others have said - procurement can be a hurdle but if you can get on somewhat friendly terms (which juxtaposes you with shitty sales people who choose to battle vs understand) then things will be much smoother.

I remember one of my deals I got to texting basis with the procurement specialist and basically was able to address all concerns with texting and a few phone calls as they were processing a PO.

Procurement is only an enemy if you make them an enemy.

braintank

Politicker

Enterprise Account Executive

Chefs kiss

1nbatopshotfan

Politicker

Sales

As soon as the deal starts moving ask to get procurement involved.

“You know champion deal cycles are stretching out in 2024 because of blah blah blah, can we get your procurement team involved now, so that we can move this more quickly.”

It may not be possible, but it’s worth a shot.

CuriousFox

WR Officer

🦊

Yup. Get it acknowledged up front.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I hate dealing with procurement

pirate

Big Shot

🦜☠️ Account Executive

I don't think champion is as important as economic buyer. Ensure the economic buyer talks to you

Justatitle

Big Shot

Account Executive

Similar to NFL Players and domestic violence, Unfortunately there isn't a great way to avoid procurement, unless they communicate to you that they can get up to x amount done without needing procurement there isn't a way to avoid it.

Kosta_Konfucius

Politicker

Sales Rep

Any ways outside of lowering price to limit their involvement or things you may ask your champion

Justatitle

Big Shot

Account Executive

Unfortunately, no.

Revenue_Rambo

Politicker

Director, Revenue Enablement

Remember their entire job is to decrease the spend (ie get a discount). They will generally come in with some crazy low ball request and stay there forcing you to basically negotiate against yourself.

The faster you can stop giving up ground and say no to their insane demands the faster you can get through the process. If their requests are unreasonable then go back to your champions and stakeholders and have them start working their internal connections.

BigShrimpin

Catalyst

Account executive

engage them as early as possible, if you can't avoid them entirely best to pull the pin on that grenade early

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Include the stakeholders on **every** conversation with Procurement. Get them to help you win your battles.

Mothy

Politicker

Account Executive

Just ran into this with a deal that got held up in procurement and is (hopefully) going to be through in the next couple of days.

Navigating procurement is probably my biggest blind spot at the moment, and the main piece of feedback I got from my VP is ask EVERYTHING about their procurement process. Down to the most minute details where you are bordering on annoying with the depth of questions.

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Kosta_Konfucius

Avoiding Getting Stuck with Procurement

21 comment

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