56%
Of buyers say they’re more likely to consider a brand if the sales professional understands their business needs

Get to Know Your B2B Buyer

Learn, then define

Reps are increasingly challenged to develop a deeper, clearer understanding of the target organization’s supply chain pain points and unique circumstances before engaging. 

Share readily with procurement

Provide insightful content that helps buyers get a clearer handle on their challenges and the range of solutions available. Aim to be objective and informative rather than promotional and pushy. Assume that procurement has already done their research and help them make sense of things. 

Solve, don’t sell

Modern selling is less about pitching and more about collaborating. Building relationships inside and outside of a group of procurement buyers is critical to establishing trust and earning a seat at the table. Sales Navigator and LinkedIn Sales Insights, among other procurement management tools, provide an unparalleled depth and quality of professional data to help you get to the root of your buyer’s challenges and priorities.

Deliver value and earn trust

Put your earnest intentions forward. When sellers are genuinely seeking to help and demonstrating their value as a trusted advisor, it lays the foundation for a successful long-term partnership. Through this approach, you can grow your influence in procurement and beyond.