If You Are A Solution Provider “Selling” To Procurement – Stop It!

Posted on March 25, 2024

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This is the fourth video in this series. In the previous three, I provided successful case studies involving the following organizations:

  • GE Capital
  • A.G. Simpson
  • Lear Corporation
  • General Motors
  • Kellogg’s
  • Kodak
  • Deloitte Touche (now Deloitte)

Before proceeding to the next case studies, starting with the Department of National Defence contract, I would like to discuss how to build your own success stories.

Here are a few statistics to ponder as you watch the video:

  • 82% of B2B decision-makers think that commercial and industrial salespersons are unprepared for the call or meeting
  • 74% of salespeople fail, 20% should be doing better, and only 6% are considered elite
  • The average selling success rate across all industries is only 3%
  • Gartner reports that 75% of all B2B buyers prefer a rep-free sales experience
  • Gartner reports that sales and marketing influence only 32% of a B2B buyer’s journey

STOP selling products and services and START solving problems!

Here are three brief video case studies on landing multimillion accounts using only the above advice:

Everyone is an expert, right!

I have learned a thing or two after 40-plus years in high-tech and almost as long in procurement. Feel free to check me out to decide for yourself if I am someone worth listening to – https://procureinsights.com/seminars-…

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