sales-and-the-dreaded-p-word 
Partners in Excellence
JUNE 4, 2012
There’s a “P” Word that strikes dread into the hearts of every sales person–it’s purchasing (or procurement). We all dread purchasing. Procurement and sales have the same objective, maximizing the value for the company! Here’s where too many sales people go off target.
Search Engine Land
OCTOBER 13, 2023
Marketing is just often seen as a cost center since we’re not directly bringing in revenue like sales or customer success,” Marcotullio said. If you’re anything like most marketers I talk to, that question might have caused you to shiver with dread. We describe the results of our campaigns, just to be questioned about the “actual ROI”.
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Partners in Excellence
MARCH 6, 2019
Probably, ever since the first sale was made to a customer that involved a buying agent, procurement and sales professionals have viewed each other as adversaries. But, in recent years, there’s an amazing transformation going on in both sales and procurement. Our goals are in conflict.
Heinz Marketing
JUNE 19, 2023
By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. My name is Matt Heinz.
Partners in Excellence
JULY 19, 2012
Most of the time we look upon the experience with dread. ” But then, talk to Procurement Professionals about what they want from sales people. They want sales people to create value, to understand their problems. As sales people, we strive to be consultative and solutions focused. Selling to them is no different.
Partners in Excellence
APRIL 12, 2013
” Unfortunately, too often sales people answer incorrectly, responding with, “The price is……… ” Cost and price are very different! If we answer with our price, we’ve immediately transformed the conversation into a pricing discussion. What’s the cost of doing nothing?
Partners in Excellence
AUGUST 14, 2013
I can hear the cheers already, every sales professional reading this will probably forward it to their favorite–or not so favorite procurement professional. There is a quiet revolution happening–something that too few sales people are aware of, something that too few of us are helping to provide value.
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