WBSP080: Grow Your Business by Increasing Your Win Rate While Selling Through Procurement w/ Jill Robbins
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As procurement departments and buyers become more sophisticated, manufacturers and distributors will see more scrutiny from their customers, especially if they might be selling high-value and complex items. They have already been facing cost pressures from their customers, but now they might see an elongated sales cycle with RFPs to compete. The RFP process might increase your costs if you don't have experience responding to them. Winning RFPs and working with procurement requires you to understand how procurement thinks and works deeply.
In today's episode, we have our guest Jill Robbins, who discusses how to navigate long-term sales cycles that involves selling to and through procurement. She also describes best practices in responding to RFPs and what procurement teams value in a partner and in the RFP response. Finally, she has been able to share how procurement teams think and work from her experience of working in procurement for a very long time that manufacturing executives need to know if they are selling complex products through procurement.
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