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Ethical selling: Partnering with procurement

Sales Today

Release Date: 10/10/2024

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More Episodes

Luke Tomlinson, Category Manager at MS3, joins me for a captivating conversation on the transformative power of procurement.

 

We unravel the outdated notion of procurement as just a back-office function and spotlight its potential to be a driving force for business value.

 

With a focus on ESG, risk management, and supply diversification, we discuss how procurement, when collaborating with sales teams, can transcend simple cost management to become a cornerstone of business innovation and success.

 

Understanding the buying journey is no longer optional but essential for both sales and procurement professionals.

 

We look into the importance of early engagement in the sales process, emphasising how this alignment can lead to more effective decision-making and streamlined operations.

 

By balancing the art of being right with the necessity of being liked, procurement professionals can reshape their roles, gaining respect and influence within their organisations.

 

Through learning from salespeople, procurement can enhance its effectiveness, contributing to a more harmonious and productive business environment.

 

We also explore the nuanced relationship between transactional and strategic supplier partnerships and the vital role of personal connections and trust in developing strategic partnerships.

 

This episode offers a wealth of knowledge on modern sales techniques and how procurement can leverage these insights to create mutually beneficial relationships with sales teams.

 

-------- EPISODE CHAPTERS ---------

 

(0:00:00) - Collaboration in Procurement and Sales

Procurement's evolving role involves collaboration with sales to create value beyond cost management.

 

(0:13:54) - Building Relationships Between Sales and Procurement

Understanding the buying journey, aligning with procurement, changing perceptions, and collaborating effectively for smoother sales processes.

 

(0:22:25) - Strategic Partnerships in Procurement

Transactional vs. strategic supplier relationships, importance of personal connections, and creating value beyond cost considerations in procurement.

 

(0:31:09) - Understanding RFPS in Procurement and Sales

Nature's RFPs: Invitations, winning potential, buyer's stage, early involvement, due diligence, aligning with client's needs and procurement processes. websites, and fun and educational content.

 

Connect with Luke:

 

Follow me

https://linktr.ee/fredcopestake

 

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/wu4IH5aLkac