3 October 2019: 9.00 – 9.45 am BST :

Key takeaways:  Learn how to find out if you are dealing with an ‘old-school’ or a strategic procurement team.  Change how you approach procurement – to sell the way that procurement buys.  Develop strategic account actions that facilitate collaborative working and create value.

Target audience:  All member levels

Inside the Buyers’ Head – How to sell through procurement

In today’s major account driven sales environment, the influence of your customers’ procurement department is becoming an increasingly important consideration in how to develop and execute a sales strategy. If you have already encountered a strategic procurement function, you’ll be aware of the influence of professional buyers, structured sourcing processes and supplier management methods can have. If not, in all probability you soon will be!

Dealing with a strategic procurement team can have dramatic implications for sales teams and account managers. Knowing how to sell to (as opposed to avoiding) procurement can play a big part in how you:
… Deliver winning sales pitches and ‘RFP’ presentations,
… Build a support base that includes influential procurement stakeholders, and
… Implement an account management strategy that deepens the relationship with a key customer.

Key takeaways:

  1. Learn how to find out if you are dealing with an ‘old-school’ or a strategic procurement team.
  2. Change how you approach procurement – to sell the way that procurement buys.
  3. Develop strategic account actions that facilitate collaborative working and create value.

About the presenter: John Newton
John Newton is an Executive Consultant and Head of Learning and Development at State of Flux, based in London, UK. He helps procurement and supply chain teams manage their strategic and critical suppliers and implement value creating supplier relationships. Prior to joining State of Flux, John was the Global Sales Learning Director at NCR Corporation where he managed organizational learning and development for the global sales force.


Other Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

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John Newton
Head of Learning and Development, State of Flux

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