For B2B sales teams, specialised Procurement functions are a fact of life in dealing with large modern corporations

No matter how strong your relationship, your key contact in your customer business will be required to involve Procurement in contracting for your services

For salespeople, this can be the start of a frustrating process.  Too often it feels like Procurement has no real understanding of your value proposition, too little concern for the wider needs of their own business and a desire to eliminate or capture all of your value from the relationship.

You are beginning to realise that your standard approach to selling features and benefits and overcoming objections won’t get you anywhere with them.

Whether you know it or not, they have your business classified in one of four supplier relationship types and this governs how they look at you and how they treat you.

Based on our decades of Procurement experience we will lift the lid on the workings of this increasingly influential function.

Using TSL’s three-step Procurement Sales Advantage programme, we will help you to build effective strategies to turn Procurement from an obstructive gatekeeper to an active promoter