The new Procurement rules are being created so that value leaders lose. After all, the business value we can help drive doesn’t usually translate well to a vendor grid.
It’s clear the Procurement landscape has changed rapidly and dramatically. Has the sales profession changed as quickly or as much? Fortunately, we don’t have to be victims to this new reality. We can learn new strategies, break the rules and discover where it leads. We just need the courage and conviction to blaze our own trails. If the rules were established to make us lose, then we better not follow them. We need to make new rules. After all, there is no glory for a victim!
IMPAX is a leading global sales performance improvement company. Our clients are value oriented blue chip B2B sales organizations, and we assist them in improving their sales, account management, channel sales and sales leadership efforts in order to drive real business results.
We work with our clients on six continents to assist them in strengthening their competitive differentiation, creating competitive advantage, selling value vs. price, avoiding commoditization and dealing effectively with procurement. Our sales training workshops, sales consulting services and hands-on deal coaching all build around the IMPAX Process, an end to end process for selling and managing customer relationships.