How to Engage with Procurement with Bruce Scheer and Dean Edwards

Dive into the ValuePros Show with host Bruce Scheer and procurement expert Dean Edwards. Discover the secrets to becoming approval ready in B2B sales. Learn about the internal rate of return, information security challenges, and the distinct roles within procurement - purchasing, sourcing, and category management. Gain actionable strategies to build trust, demonstrate value, and navigate procurement processes effectively. Perfect for sales professionals looking to enhance their approach and close more deals. Don’t miss out on this invaluable episode!

00:00 Information security is vital for company success. 03:55 Get involved early, don't start late. 07:08 Strategic financial consultants drive cost benefits. 12:11 Identify procurement organization's character and professional behavior. 14:16 Presenting value argument with total cost of ownership. 17:39 Balancing time between internal stakeholders and suppliers. 19:27 Engage with procurement early; understand their needs. 23:58 Establish rapport, influence, assist procurement teams effectively. 28:33 Procurement relies on trust for successful outcomes. 32:04 Positive procurement relationship leads to successful collaboration. 34:38 Engage with us for procurement strategy guidance. 36:50 Dean Edwards shares valuable insights on approval readiness.