Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are in or responsible for sales and business in a B2B environment?
Here are some thoughts from my recent MBA and Executive MBA trainings in sales, purchasing and pricing course. Watch the below video that I posted on Linkedin.
Hope this inspires you to focus even more on understanding your customer and their business.
See you next time,
Dr. Paul Viio
Frequently Asked Questions
Why should B2B salespeople understand their customer’s purchasing process?
Paul Viio argues that to create success in B2B sales and business, those responsible for sales need to know the customer’s purchasing, procurement and sourcing, including the purchasing strategy and purchasing process. His short video, based on his MBA and Executive MBA training in sales, purchasing and pricing, encourages sellers to focus even more on understanding the customer and their business.
B2B Value Sales Transformation Expert, Keynote Speaker & Corporate Trainer