Why helping corporate buyers will boost your deal making success.
David Freedman, Head of Business Development, Huthwaite International. 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.