Customers are particularly good at channeling your sales people to procurement. No matter how good you or your sales people can be at “Value Selling”, it will never work with procurement for a very simple reason: Procurement is trained and “incentivized” to ignore value-based arguments.

What if you could have your value “Recognized”? What if the people you talk to will see the value you bring? What if you could then demonstrate the impact of your solution on the results that the Value Buyer is responsible for?

This is what we call Value Recognition: Talking to the right person and demonstrating, undisputed, how your efforts impact their results.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s