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Ep 11: Unveiling the Secrets of Selling to Procurement: feat. Franck Lheureux #LoveProcurement
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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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