Lightning Round: 10 Ways to Deal with the Procurement Department
Question: Brian in Wichita, KS asks, “Help I am so frustrated! I have been nurturing this deal for more than a year. I have sold Human Resources, engaged the CEO, and even gotten past the CFO, but now they have turned me over to procurement and it has become a nightmare. They are finding every reason under the sun for this deal not to work – and when I go back to my contacts – the CFO, CEO and HR – they just throw up their hands and say procurement is in charge. What do I do?”
Book: To Sell Is Human by Daniel Pink
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