DateTime Object ( [date] => 2021-10-21 23:26:24.446363 [timezone_type] => 3 [timezone] => UTC )
  • VC 2-009 Jens Hentschel and I talk about the Purchasing/Procurement function.

    B2B sales professionals and purchasing professionals....we aren't in the same tribe, are we? Over decades of working with procurement people, I've learned that they are just as serious about their role as sellers are about theirs. Jens Hentschel has been a procurement professional for decades, and now runs a consulting firm that 1) professionalizes procurement 2) teaches sales professionals how to deal with--align effectively with -- their purchasing agent. We had a great conversation about the second, which is based upon an article he wrote on LinkedIn:

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    DateTime Object ( [date] => 2021-10-21 23:26:26.042184 [timezone_type] => 3 [timezone] => UTC )


Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying... Read More