How to Bridge The Gap Between Sales and Procurement with Jill Robbins

Value Focus

Emphasizing value over cost is crucial in sales conversations, especially when facing procurement objections. Jill Robbins advises salespeople to do their homework and understand the priorities of the company they are negotiating with. She emphasizes the importance of speaking the procurement language by focusing on the return on investment and total cost optimization rather than just the price tag 1.

If you're only talking about licenses, you're only talking about seats, you're only talking about subscription costs, you're talking about costs. And all procurement sees as a price tag and an invoice at the end of the day.

--- Jill Robbins

By clearly communicating how a solution can drive productivity and eliminate processes, salespeople can effectively demonstrate the value of their offerings 2.

   

Negotiation Tactics

Negotiation tactics play a vital role in bridging the gap between sales and procurement. Jill Robbins highlights the importance of maintaining a vested interest even after a contract is signed, urging salespeople to be proactive and not just reactive 3. She advises against treating procurement as a mere formality, stressing that they are strategic partners who can significantly impact the value chain 4.

Procurement is very strategic. They see across the value chain, so give them the credit that they deserve.

--- Jill Robbins

By involving procurement early and treating them as partners, salespeople can foster better relationships and reduce friction in future negotiations.