The relationship between procurement and sales teams has always been something of a power struggle. Here, Harvey Dunham and Christopher Jensen of the Strategic Account Management Association, give the sales slant on how procurement can genuinely become a customer of choice.
Many sales teams are being asked by their B2B customers to reduce prices to support them during these difficult economic times, a pattern that is all too familiar for many sales teams. This article proposes an approach on how suppliers can respond to this procurement tactic and how sales organizations can move the dialogue back to a value-adding conversation with the customer and their professional buying team.
