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Ep 11: Unveiling the Secrets of Selling to Procurement: feat. Franck Lheureux #LoveProcurement
Manage episode 426696059 series 3563410
Ivalua에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Ivalua 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
Many procurement professionals cringe and cover their ears at the mere mention of “selling.” The fatigue associated with being ‘sold to’ for their own solutions and the solutions associated with sourcing projects across the business is real.
But legacy perceptions of selling are no more representative than legacy perceptions of procurement.
In this episode of the #LoveProcurement podcast, Kelly Barner is joined by Franck Lheureux, Chief Revenue Officer at Ivalua, to talk about what it is like to sell to procurement when a sales team’s goals include partnership and building a shared vision.
Franck paints a vivid picture of his philosophy on sales, including what it should deliver for procurement and the internal stakeholders they work with:
- The common characteristics shared by procurement teams that deliver maximum value from the services and solutions they buy
- The importance of cultural alignment (in addition to system capabilities) that should be considered when procurement is selecting a solution provider
- Earned knowledge and experiences that procurement should be asking all supplier representatives to share with them
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