About
For the last 18 years, I've led procurement teams and partnered with CIOs on technology acquisitions in major corporations across multiple industries. During this time, myself and my teams convinced sales teams to unnecessarily concede 100+ million dollars in price reductions, because many didn't know how to work with procurement. I even briefly sold enterprise software to get a window into the "other side".
I've seen countless sales teams make similar errors repeatedly, costing them time and a material amount of money. I always wondered why they weren't being coached to negotiate with procurement. Being part of multiple IT procurement leadership teams, and dabbling in software sales, I believe I have a unique perspective on what sales organizations can do maximize their sales and minimize their risks when dealing with procurement.