Close more sales for Procurement

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[Music] hi my name is couch want I welcome to selling power TV today it is my great pleasure of meeting with Harry Kendall Barker he is CEO and co-founder of the global performance group pleasures all mine how did you come up with global performance group instead of just performance group because we implement global behavior change with our organizations and our our clients all global in nature right so tell me when you first had the idea of creating your company what was the intention the intention was simply buying has changed and I've been in there learning and development and performance improvement industry for many years and the solutions weren't just up to the standard of the new challenges that salespeople faced right and obviously the new challenges have to do with procurement why is procurement such a big challenge to salespeople five years ago or 10 years ago as long as you as a salesperson have engaged with with your line buyers and you've agreed on the needs and the deal was almost done and then procurement came in you gave him an extra few percent discount and it was done that's different nowadays then own organization nowadays they are usually promoted to a cabinet level and salespeople don't know anything about them so what is your prescription how do you remedy that you know how do you fix that problem people need to get a sneak peak what's the other side what they are all about how do they think how do professional bias measured what are they KPIs how do they create a buying strategy how do they assess a potential vendor and a supplier and salespeople just are no good at that they think it's all about price it's not so describe a practical example that illustrates what you just said because what I would have seen in the marketplace that I agree as salespeople tend to think it's just about price what do you think it's just about the personality and I think that the procurement officer doesn't like them and you teach them how to differentiate give me a give me an example so we not just work with sales organization we work a lot with procurement organization therefore we understand where they come from and procurement a lot of the times is tasked with the internal innovation engine of an organization what does that mean that means we're talking on the knowledge from the outside so the salesperson better provide some insights on innovation but also procurement needs to share that information internally they're hardly ever tasked with cost reduction it's on their list but not very high in priority but they have to pass on the innovation that's sort of the connection point between the outside and the inside so what you're saying is that the salesperson has to become sort of a co-innovation conversation leader with the procurement office is that correct that's absolutely right and you know the problem is sales people think that procurement is all about price oh these guys are just there to squeeze me on price all the time that's not the case that is not that they want to get a good deal just like the sales side but it is about how do you co innovate the solution together our research says that the earlier you engage procurement in your sales process the better your deal will be but salespeople are not comfortable doing it so they leave it to the last minute because they gravitate to the natural comfortable dialogue that they want to have about product about the usual stuff so they need a different mindset and a different conversation track absolutely absolutely yeah how long does it take for salespeople to make that shift in their mind and also shifting their skills it's changing behavior is never a result of an event so anybody who does a training workshop or or sales training one two three days save your money it's not going to you have to implement a behavior change approach because only an approach or process drives the change there's a number of pillars in our process it's been very successful are you at liberty to share maybe a customer success story well because it's a lot about how do we improve deal size and how do we increase certain metrics we actually apply to not to share specific client examples out of confidentiality reasons but there is a lot of them in terms of when people know and understand the other side when they know that it's not just about price when they go in with a certain level of confidence that has a dramatic impact on the bottom line and how they increase their so what do you saying is the salesperson when this is the procurement officer cannot be below demo above they need to be side by side and have that confidence they certainly have to have an eye level dialogue with each other absolutely correct how can people learn more about what you're offering and when they go to your website what should they be looking for they should be looking for the insights that we share on our website and then the blogs and posts that we do in terms of how do you deal better with professional buyers and procurement people they're not the evil monster they're actually your friend if you engage them early and engaged him in the right dialogue well thank you for helping the world of selling demystify the procurement function and help him get bigger deals thank you guys thank you she ate it you [Music]