An Audience with Procurement Part 2
Following for last week’s piece on Procurement, I promised I would delve further into the view from the other side of the table and how, we, as sales people, view procurement and some of the practices which help or hinder sales and partnership effectiveness. And what our common enemy is.
So let’s take a look at the other side of the table.
Many a seasoned sales person can tell you story after story about the ‘Gunna Gunna’ customers:Gunna do this, gunna do that be it never goes anywhere.
Customers who spend very little with us but take up enormous amounts of our time or who are really nice but we know they do not have the potential to develop into long-term revenue generating accounts for our business in effect, keep us from … read more by subscribing.
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