Today we are doing things a little bit differently. Instead of getting the secrets to success from another salesperson we’re going to be getting the secrets on how to successfully approach and understand a department that can often appear to get in the way of sales. Procurement.
To help us we are joined by Andrew Peacock the Director, Strategic Procurement and Business Services at La Trobe University in Melbourne.
In this episode he shares:
- Some quick yes or no points about procurement
- Why he believes procurement doesn’t make purchasing decisions
- Why procurement doesn’t make purchases, but it does influence them
- His advice for how salespeople should approach procurement
- How to best build a relationship with procurement
- The time someone cold called him, it worked and why it worked
- Why the procurement process might drag out
Key Quotes
“There's this kind of illusion out there that procurement hold the purse strings but it’s actually not correct.”
“Procurement people don’t like surprises.”
More about Andrew
You can follow Andrew on linkedin: https://www.linkedin.com/in/andrew-peacock-3872a320
Learn more about how we support B2B sales teams
👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/
👉 What is B2B sales training and what drives results
https://sellabilities.com.au/what-is-b2b-sales-training/
You can get involved with the podcast online
Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/
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Follow us on linkedin: https://www.linkedin.com/company/sellabilities/
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