Working with sales and account management teams, we shine the light on the inner workings of corporate procurement. If procurement’s hopes, drivers and concerns are better understood, sales and account management will be able to win more clients, retain accounts for longer and manage the constantly changing faces in category management.
Sales and account management teams need to position themselves as the peer and equal to their clients. These teams need to show how their work makes direct contribution toward the forward direction of procurement’s goals. When this is achieved, your team becomes procurement’s trustworthy advisor.
Knowing the Buyer (KTB) equips corporate sales teams with the skills to de-commoditise their services, shift the focus away from price and lift top line results. This is achieved by first positioning as a ‘consultant’, then a sales professional.
KTB participants will master the art of service differentiation through how they can practically help, not just what they can sell. Throughout the program they will learn what it takes to articulate and communicate their offer in terms that are of greatest value to corporate procurement managers. Insight is the key. It enables sales teams to add commercial value through strategies that support bigger picture procurement outcomes.
We work with sales teams to develop and implement a consultative sales approach that will allow them to elevate their role to both valued supplier and trustworthy advisor. We provide the knowledge, skills and guidance necessary so you become indispensable to corporate procurement.