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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