Procurement - Closed won or Deal death

I'm currently working a large enterprise deal that we've been working on for several months (12+) and finally we're about to be sent to procurement. Love to hear strategies and success stories on how to handle them once you've gotten your deals here.

📈 Closing

☁️ Software Tech

📃 Procurement

4 comments

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Soiboi

Politicker

Account Executive, EIAS/Compliance

Buy procurement whatever they want.

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

sendoso. Procurement people love deference. Ask them to educate you on their process. They are 'trained' to recognise sales BS but essentially they have KPIs too, ask them what they are

CoorsKing

WR Officer

Retired King of the Coors Knights

100%. I have had the most success when I understand the individual metrics of the procurement agent. Rather than playing games, I go straight for their metrics and ask if I meet them, if we can get it done. Works most of the time.

DadFather

Politicker

Enterprise Account Executive

They are process oriented - goes to person A to B to C ..... to X. Asking what the approval process looks like, is it a linear process or can everyone sign once the Req is opened, how many people need to approve?

Does it always work? No but it’s worth a shot to get a better understanding of what they need to do. Either way, procurement stinks.

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TheSauceySalesmen

Procurement - Closed won or Deal death

4 comments

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