Insights from professionals across the industry

From Josie’s perspective, if you’re invited to pitch at the procurement table, the selling is over. Leverage your understanding of the prospect’s business strategy, to educate your target about solutions that match their requirements, and advance their progress against it.

What Josie Believes Will Truly Win Deals with Procurement?

• Transparency over theatrics

  Clear communication on pricing, scope, and limitations builds trust faster than polished pitches.
• Know their business
  Sales succeeds when suppliers understand strategy, pain points, and industry context.
• Solutions over features
  Focus on outcomes like cost efficiency, risk mitigation, and ESG alignment.
• Collaborate, don’t corner
  Hard-selling pushes Procurement away. Partnership language and flexibility win more often than ultimatums.
• Data builds credibility
  Benchmarking, ROI models, and measurable KPIs help Procurement justify recommendations internally.
• Respect governance and timelines
  Compliance and process matter. Shortcuts and pressure to skip steps undermine trust.
• Value beyond price
  Lowest cost is not always the best decision. Innovation, sustainability credentials, and long-term value matter more.

Josie’s message is powerful. Do your homework. Understand your buyer’s strategy. When their need is real, don’t sell, just solve! 


Want more insights from leading sales professionals?
Explore the rest of our Sales Spotlight series for strategies shaping modern
sales teams.