Procurement and Sales in Impact to Value Pricing with Jens Hentschel

<p><strong>Jens Hentschel</strong>'s passion is B2B relationship management and is especially interested in the interaction between the two sides at the negotiation table: buyers and sellers, suppliers and customers, sales and procurement professionals.</p> <p>In this episode, Jens delves into the role of procurement in guiding the internal stakeholder's buying journey on the supply side, while the sales professional assists in facilitating a value-based negotiation.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Gain a comprehensive understanding of procurement's involvement in the sales process using the direct and indirect spend terminologies</li> <li>Recognize the significance of involving procurement at the outset of the negotiation process</li> <li>Learn how procurement and sales can create a mutually beneficial scenario in pricing value</li> </ul> <p> </p> <p><strong>"When you get into that situation where you have been put on the spot in that negotiation, don't budge on price."</strong> <em>- Jens Hentschel</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:16 - How he got into pricing</p> <p>03:04 - Jens important thoughts about Mark's bad impression of procurement</p> <p>07:27 - A case where it's all about price [on the procurement side] and not a win-win situation</p> <p>11:12 - Understanding procurement's role in the sales process using the direct and indirect spent terms</p> <p>15:00 - Why the need to involve procurement early on in the sales process</p> <p>17:57 - Identifying the right procurement person and establishing the initial conversation</p> <p>20:49 - A procurement's participation in the customer's buying journey</p> <p>22:22 - Discussing the concept of supplies vendors list</p> <p>25:00 - The role that price play in making it to the vendor's list</p> <p>27:12 - Jens impactful pricing advice</p> <p> </p> <p><strong>Key Takeaways:</strong></p> <p>"What we are trying to preach is, involve them [procurement] right away because 90% of what