As a longtime Procurement Insights subscriber, you already know what I think about most ProcureTech salespeople (and salespeople in general): They aren’t worth more than the gum stuck to the bottom of your shoe. Of course, I feel that way about 90% of all salespeople across all industries.
Rather than rolling up their sleeves to become problem-solvers, most salespeople are like baby birds waiting for marketing to feed them the magical combination of words and catchphrases that will magically woo the prospect into signing up to become a client.
I was reminded of the above when a practitioner client asked me how they know they are making the right choice beyond the buzzwords, features, functions, benefits, and hype cycle information that bombard them every day. By the way, this helps you understand why the auto-revert mindset prevalence that reflects the false security of the “no one ever getting fired for buying IBM” mindset from generations past.
My answer to this question came from the following email I sent to a ProcureTech salesperson regarding their preparation for an upcoming demo:
Hello, Salesperson.
I have started the advanced preparation process for your ABC Company demo. While there will be a follow-up email, I wanted to point out the following because it can be a great discussion point: Two of the people in attendance came from long careers at XYZ Company and joined ABC Company around the same time, so they have been in their current positions for 3 to 4 years.
Please read through the attached document because you want to highlight the fact that what makes Your ProcureTech Company “Different” isn’t your technology’s features, functions, and benefits but your deep understanding of the clients and industries you serve, which enables you to better align your solution and services to meet their needs.
In short, your company is more than a ProcureTech “technology” company. Your company is your clients’ procurement and supply chain optimization partner!
Best,
Jon
As an added reading assignment, check out the following post: Are you chasing solutions or solving problems? (Part 1 of 3)
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Procurement Insights
The Right Way And The GUM Way To Sell A ProcureTech Solution
Posted on May 3, 2025
0
As a longtime Procurement Insights subscriber, you already know what I think about most ProcureTech salespeople (and salespeople in general): They aren’t worth more than the gum stuck to the bottom of your shoe. Of course, I feel that way about 90% of all salespeople across all industries.
Rather than rolling up their sleeves to become problem-solvers, most salespeople are like baby birds waiting for marketing to feed them the magical combination of words and catchphrases that will magically woo the prospect into signing up to become a client.
I was reminded of the above when a practitioner client asked me how they know they are making the right choice beyond the buzzwords, features, functions, benefits, and hype cycle information that bombard them every day. By the way, this helps you understand why the auto-revert mindset prevalence that reflects the false security of the “no one ever getting fired for buying IBM” mindset from generations past.
My answer to this question came from the following email I sent to a ProcureTech salesperson regarding their preparation for an upcoming demo:
Hello, Salesperson.
I have started the advanced preparation process for your ABC Company demo. While there will be a follow-up email, I wanted to point out the following because it can be a great discussion point: Two of the people in attendance came from long careers at XYZ Company and joined ABC Company around the same time, so they have been in their current positions for 3 to 4 years.
Please read through the attached document because you want to highlight the fact that what makes Your ProcureTech Company “Different” isn’t your technology’s features, functions, and benefits but your deep understanding of the clients and industries you serve, which enables you to better align your solution and services to meet their needs.
In short, your company is more than a ProcureTech “technology” company. Your company is your clients’ procurement and supply chain optimization partner!
Best,
Jon
As an added reading assignment, check out the following post: Are you chasing solutions or solving problems? (Part 1 of 3)
30
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