Breaking the Rules means changing the game, whether that’s elevating access within the Procurement department, driving “apples to oranges” comparisons or issuing our own RFPs (requests for presentation)
Developing a Procurement strategy that minimizes vendor relationships is the second step. According to Shonka and Kosch, Co-Presidents of the global sales performance improvement provider IMPAX Corporation, many sales professionals operate too tactically. They fail to strategize, trying instead to win the sale with persistence, personality, a winning product and a deep discount. The more we can learn about the issues Procurement faces, what it’s trying to accomplish, and how we can help it win, the faster we’ll be meeting with the CPO instead of the purchasing agent.
Developing the right sales strategy outside of Procurement is step three. This is a “win plan” for becoming a value leader with the innovative solutions and business-improving strategies senior executives need. Tips include “Align with the Line”, which puts you in front of real decision makers and “The RFP Presentation”
The final step is execution, which focuses on driving action and executing these strategies in a professional manner.
Each of these steps is supported with case studies, real life examples and templates and tools to help the reader implement the right strategies at the right time.
Mark Shonka and Dan Kosch (Minneapolis, MN) are Co-Presidents of IMPAX Corporation, a top-rated global sales performance improvement provider for DHL, DuPont, Pfizer, US Bank, GE Healthcare, Dell McKesson, Volvo, and other leading companies. The authors of the bestselling Beyond Selling Value: a Proven Process to Avoid the Vendor Trap, Shonka and Kosch are authorities on a range of sales topics including selling value, strategic account selling, strategic account management, sales leadership and dealing with Procurement. If you would like more information contact Lyn Adler at firstname.lastname@example.org, or check out our web site at www.impaxcorp.com.