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How salespeople can work better with procurement and achieve success for both

Why helping corporate buyers will boost your deal making success - working with procurement

Published in Winning Edge, the journal of the Institute of Sales Management, November 2016

How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business? David shares some key tips - involve them early, educate them, help them look good, sell consultatively, break their rules but ask permission.

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Related download

Seven companies share their ROI stories and how they improved performance, changed behaviour and transformed fortunes.  This report is important reading for anyone evaluating their company's sales performance and / or considering a skills improvement programme.

Download report
Further reading

Dirty tricks in negotiation
By Huthwaite International | March 14, 2018

Agile sales – the key to succeeding in the new disruptive landscape
By Huthwaite International | March 14, 2018

The changing face of B2B selling – Why SPIN® is more crucial than ever
By Tony Hughes | March 14, 2018