Let me tell you about Procurement
Jill Robbins
March 10, 2021
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Tags: Procurement, Sales, Supply Chain
Lifting the Lid on selling to and through Procurement
Jill Robbins
March 09, 2021
T E S T I M O N I A L...
Let's break it down, people talk, especially when you are selling to and through Procurement!
Are you leveraging the puzzle pieces of client testimonials of your product or solution to SELL?
What are your clients saying and how are you using testimonials to sell?
Testimonials will sell when the salesperson cannot!
The key to closing deals and selling more = Client Testimonials
"Testimonials are proof and they are the only proof you've got" Jeffrey Gitomer
video quotes credit: Jeffrey Gitomer book "Little Platinum Book of Cha-Ching"
We help you break through the wall of selling to and through Procurement:
⇢ make your team 'Procurement Insiders'
⇢ know how and when to sell by speaking Procurement's language
⇢ build and share client success stories to expedite the selling cycle
⇢ maximize margins and deliver stronger results
⇢ respond to RFP's with pizzazz to win more business
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Tags: Procurement, Sales, Supply Chain
Testimonial
Jill Robbins
March 09, 2021
T E S T I M O N I A L...
Let's break it down, people talk, especially when you are selling to and through Procurement!
Are you leveraging the puzzle pieces of client testimonials of your product or solution to SELL?
What are your clients saying and how are you using testimonials to sell?
Testimonials will sell when the salesperson cannot!
The key to closing deals and selling more = Client Testimonials
"Testimonials are proof and they are the only proof you've got" Jeffrey Gitomer
video quotes credit: Jeffrey Gitomer book "Little Platinum Book of Cha-Ching"
We help you break through the wall of selling to and through Procurement:
⇢ make your team 'Procurement Insiders'
⇢ know how and when to sell by speaking Procurement's language
⇢ build and share client success stories to expedite the selling cycle
⇢ maximize margins and deliver stronger results
⇢ respond to RFP's with pizzazz to win more business
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Tags: Procurement, Sales, Supply Chain
Break through the wall of selling to and through Procurement
Jill Robbins
March 01, 2021
Have you or your team HIT THE WALL... selling to or through Procurement/Supply Chain organizations?
In order to breakthrough this longstanding "wall", it is critical for sales to invest in understanding Procurement.
Sales must:
︎ Ask open ended questions
︎ Actively listen to collectively solve and prevent problems
︎ Do research to understand what challenges and opportunities are on the table
︎ Be collaborative
︎ Show genuine interest (and respect) in your client's success [this happens after the contract is signed... so show up and ensure long term success is delivered]
Stop assuming the worst in Procurement, you are ONE of thousands of suppliers knocking on their door.
Know your value proposition, connect this to the customer; you will win more deals and upsell more than you thought possible.
Sell Smart.
You don’t get what you don’t ask for…
We turn sales professionals into Procurement Insiders = increased sales, reach out to us today at Business Fierce
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Tags: Procurement, Sales, Supply Chain
Driving Procurement Value Through Key Business Metrics
LinkedIn
February 17, 2021
When you can't measure something, it is very hard to substantiate your value. As a result, I'm a big advocate of tracking metrics for tasks, transactions, and processes that “tell a story” about trends and overall performance. Establishing a baseline is usually the first step towards actionable visibility.
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Tags: Supply Chain, Procurement, Entrepreneurship
No Purchase Order for you!
Jill Robbins
February 16, 2021
Are you selling to or through Procurement and waiting for that Purchase Order?
Procurement is holding an increasing "gatekeeper" role within organizations.
If you have intentionally been working around Procurement to sell your goods/services to enterprise customers... you likely have been playing the short game and this is a ticking bomb that may have already exploded; losing you long term business.
Sales must start:
︎ Doing research to understand what challenges and opportunities are on the table
︎ Actively listen to collectively solve and prevent problems
︎ Presenting your good/service in a way that delivers value
Stop assuming the worst in Procurement, you are one of hundreds of suppliers "selling" to them on a regular basis.
START... making your solution stand out, by knowing your value proposition, connect this to the customer and share case studies.
Sell Smart.
You don’t get what you don’t ask for…
We help sales professionals become 'Procurement Insiders' as they sell to and through Procurement.
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Tags: Procurement, Sales, Supply Chain
PATIENCE
Jill Robbins
February 09, 2021
ＰＡＴＩＥＮＣＥ.. the #1 success factor when selling to and through Procurement.
So often sales and account management professionals are laser focused on meeting monthly or quarterly sales targets. BIG MISTAKE!
Rushing the sales process with Procurement professionals, may turn them off on the initial sale and omit you from the opportunity to bid on future work.
Apply these principles instead:
︎ Respect the competing priorities Procurement is facing daily and hourly (it is not personal)
︎ Ask open ended questions to understand challenges and opportunities
︎ Actively listen to solve and prevent problems
︎ Earn trust by doing your homework on the company and BOD (Board of Directors) priorities... tie your value proposition to these priorities
︎ Be collaborative
Procurement professionals are savvy business leaders and negotiators, allow them the opportunity to trust you and then earn a customer for years into the future.
Sell Smart.
You don’t get what you don’t ask for.
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Tags: Procurement, Sales, Supply Chain
Do you live in RFP hell?
Jill Robbins
February 01, 2021
Do your proposal managers and sales team live in RFP response hell?
You are not alone, Procurement can make the lives of suppliers difficult if you do not know how to respond efficiently and effectively.
Stop just playing the "response" game and start standing out from your competition.
Let these stats sink in for a minute...
︎ Salespeople spend less than 22% of their time actually selling
︎ On average organizations submit over 100 RFPs annually
︎ Organizations respond to nearly 2/3 of the RFPs they receive
︎ Organizations with the highest win rates respond to more RFPs
︎ Almost 1/3 of sales revenue can be sourced from RFPs
Are you losing RFPs due to a "canned" response process or afraid to get creative?
Sales folks... it is time to STAND OUT from your competition. It is best to be compliant and creative, let us help you craft efficient and effective RFP responses.
We teach you how to elevate your responses and win more deals.
Sell Smart.
You don’t get what you don’t ask for…
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Tags: Procurement, Sales, Supply Chain
What is it exactly you do in Procurement?
Jill Robbins
January 19, 2021
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Tags: Procurement, Sales, Supply Chain
Bridging the gap between Sales and Procurement
Jill Robbins
December 28, 2020
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Tags: Procurement, Sales, Supply Chain
Time for all to step up
LinkedIn
March 19, 2020
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Tags: Innovation, Procurement, Supply Chain
Spotlight on Jill Robbins
Working Mama’s Blog
October 01, 2018
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Tags: Entrepreneurship, Procurement
Lean Six Sigma Black Belt
6 Sigma
January 01, 2012
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Tags: Change Management, Lean Startup, Supply Chain
CPSM, Certified Professional in Supply Management
Institute of Supply Management
March 01, 2009
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Tags: Procurement, Risk Management, Supply Chain
C.P.M., Certified Purchasing Manager
Institute of Supply Management
March 01, 2005
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Tags: Procurement, Risk Management, Supply Chain
Procurement Leader Spotlight
Fairmarkit
April 08, 2020
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Tags: Innovation, Leadership, Procurement
KPIs to Sourcing Productivity
BidOps
February 04, 2020
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Tags: Digital Disruption, Management, Supply Chain
Publications A Procurement Lens on Business Growth
B2e Media
September 01, 2019
Jill Robbins outlines how a Procurement lens enables smarter business growth
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Tags: Business Strategy, Entrepreneurship, Procurement
Jill Robbins on modernizing Procurement
Requis
November 18, 2021
Jill Robbins has spent over twenty years in procurement in hands-on and leadership roles. She has built procurement teams from the ground up, and helped procurement and supply chain teams transform their businesses.
She is a certified purchasing manager, a certified professional in supply management, and a Lean Six Sigma Black Belt. She currently provides consulting services via Matchbook for life science procurement and runs her own consultancy, Business Fierce, for suppliers who want to work more effectively with procurement.
On this episode of Supply Chain Next, Jill talks with host Richard Donalson about her experience in improving procurement and supply chain. She has a number of insights to offer about successful digital transformation, including that it has an important prerequisite: intentional process architecture.
Jill also provides her advice for procurement professionals. “There’s no better seat in the house than sitting in a procurement or supply chain role,” she says. “You have eyes across the business, especially on the indirect side, that even finance doesn’t have.”
Listen to the full podcast below or watch the video version on YouTube.
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Tags: Entrepreneurship, Procurement, Supply Chain
Make Procurement your ally, not your enemy
Rob Turley
April 02, 2021
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Tags: Supply Chain, Procurement, Sales
Lifting the Lid on selling to and through Procurement
Marcus Cauchi
March 17, 2021
Lifting The Lid On Selling To and Through Procurement
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This is a MUST LISTEN episode if you are ever in bids, tenders, pitches or find yourself shunted to procurement after you have "won the deal".
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Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective.
In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic procurement function and a tactical reactive purchasing operation.
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Tags: Procurement, Sales, Supply Chain
Success in the future will be determined by your ability to collaborate
Marcus Cauchi
November 09, 2020
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Tags: Procurement, Sales, Supply Chain
Transforming Global Supply Chain @ Fortune 500 to a serial entrepreneur w/Jill Robbins
Buyers Market
September 14, 2021
From R&D and HR to sales and marketing, her career has led her through every part of a 21st century business. With that experience, she brings a unique perspective to every sales conversation. At Business Fierce, Jill helps transform sales teams into supply chain insiders, dialed into the pain points and daily challenges for their ideal customers.
When Jill joined us on The Buyers' Market, it was our opportunity to take a deep dive into her sales process--a process that starts with understanding your audience.
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Tags: Entrepreneurship, Procurement, Supply Chain
Talent Development
Jill Robbins
March 11, 2019
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Tags: Entrepreneurship, Management, Procurement
Adventures with Dolly and Jett, Always by My Side
