tightlines

Account Executive

Procurement…

Howdy, dealing with a pretty large deal currently and strategizing around my upcoming procurement call. Curious to hear, what's your favorite/most productive way in dealing with procurement?

I mean they have to justify their existence, so we're certainly willing to give in some areas (already priced super high lol). But I'm curious to hear some of the best give/gets y'all have negotiated, and also curious to hear about general approaches to different procurement conversations.

Example: do you lead with the AE and only procurement to get what they want, then come down with the hammer and a VP on a follow-up call? Do you get it all over with on one?

much love,

-tightlines

p.s. have certainly appreciated the older posts around this as well, curious to refresh this and hear some other feedback

📃 Procurement

🔥 Revenue

👑 Sales Strategy

18 comments

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Sunbunny31

Politicker

Sr Sales Executive 🐰

We’ve given on term, future pricing terms, net payment terms, to get use of logo, case studies, or execution by an agreed upon date.

If they have budget issues, often I will remove something that they can purchase later rather than just cut the pricing.

CuriousFox

WR Officer

🦊

This is a solid strategy.

SoccerandSales

Big Shot

Account Executive

This. Instead of just conceding on price, concede products/services they will receive as well. If those are genuinely important to them, they will realize they have to pay for them

SADNESSLieutenant

Politicker

Officer of ♥️

not much experience here but was going to mention something along these lines.

jefe

Arsonist

🍁

Great approach.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Have you read GAP Selling? Seriously. If you've been selling the GAP, you shouldn't have to justify your pricing.

tightlines

Politicker

Account Executive

Have not read that no, but if I imply the meaning, we have some really good leverage

SADNESSLieutenant

Politicker

Officer of ♥️

Gap Selling only consists of three steps:learn your prospects' current state, determine where they want to be, and close the gap. Unfortunately, implementing this methodology isn't as easy as it sounds. The step-by-step process outlined below will help you implement the Gap Selling methodology in your organization

SADNESSLieutenant

Politicker

Officer of ♥️

Google search^

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Go drop $20 and buy the book. Read it cover to cover. I wouldn't call it "the best" sales book, but definitely in everyone's top 5. Lots of good gems.

SADNESSLieutenant

Politicker

Officer of ♥️

agreed.

Diablo

Politicker

Sr. AE

Procurement does what they have to :) I try to get as much intel from my champion as possible - where do we fit in terms of their need, are there any competitors they have shortlisted, what do they rate us vs competitors and depending upon the response - negotiation happens. Price, terms etc.

dreadpiratescript

Politicker

Producer

i like asking them a lot of the same questions i would ask a prospect that isnt going through their procurement team.

you've got to ask with confidence and you run the risk of appearing not educated on "the process".

the reward is mentally taking over control and now making it your process not theirs. depending on the procurement team they might even give you an answer that you can do something with!

ThatNewAE

Big Shot

Account Executive - Mid enterprise

There's no way we win with procurement solely based on pricing. Their 'sole reason of existence' is to buy stuff the cheapest way possible.

But their sole reason is also to buy the best in cheapest rate possible. So you have to sell value and show them why you are the best. No other way.

LordOfWar

Tycoon

Blow it up

My initial goal with procurement is to get ahead of their needs and try to convince them to not tender an opp, but work with me directly.Doesn't always work, but if you can add value at the start it may be possible for orgs with less stringent procurement policies.

One of my go-to plans is setting up a full-year or even multi-year agreement to lock in pricing in this unprecedented time of unmatched inflation. It also helps make the buyer's life easy as a long-term agreement means you don't need to worry about buying product X for the duration of the agreement, so less work for the buyer.

An alternative is to offer to help educate them on the market and influence their procurement project so that you have the ideal solution should it go to RFP.

tightlines

Politicker

Account Executive

Great stuff, cheers

ER0173

Opinionated

Sr. Business Development Manager

Procurement is all about budget and price. They generally don't dwell on the qualities of the product/service unless they are told to procure something specifically. I always work a parallel sales process between end user and procurement/purchasing. That way if purchasing gives a hard time, I can relate to what the end user wants without putting the relationship in jeopardy. Act as a consultant that wants to make the buyer a hero.

FranchiseSalesQB

Politicker

Franchise Sales QB

how big is the org?

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tightlines

Procurement…

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