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"The Point" is written by BMP Editor Kelly Barner as well as a diverse group of guest contributors.
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Flip Side Whitepaper Notes: When Sales and Procurement Collide (Part 1)

I recently discovered a white paper that speaks to the exact premise of “The Flip Side” here at Buyers Meeting Point – that sales and procurement have a lot to learn from each other: ‘When Sales and Procurement Collide’.

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Flip Side Whitepaper Notes: Essential Selling Competencies: The Buyers Side Perspective

This week’s Flip Side topic comes from a webinar and white paper put out by The Executive Conversation and the Brandon Hall Group in July 2011 “Essential Selling Competencies: The Buyers Side Perspective”. I haven’t been able to find a place on either company’s website for you to directly download the whitepaper or listen to the archive of the webinar, so let me start by giving you a quick rundown on the whitepaper itself.

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Interesting post. My opinion has always been that to be a better negotiator on the buying side, you should understand how sales an... Read More
Wednesday, 07 September 2011 06:51
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The Sales Guy on Procurement Outsourcing

In order to get another perspective on the topic of procurement outsourcing, we reached out to our undercover sales expert, "The Sales Guy". TSG is a sales VP with 30 years and approximately $1B+ in sales under his belt. We are keeping his identity under wraps – for the same reason magicians never reveal their tricks, his colleagues might not like him giving us the inside scoop on sales’ view of procurement. Here are his thoughts...

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My opinion on outsourcing is simple, the targets are usually those functions that are either inefficient or that don't add value. ... Read More
Thursday, 01 September 2011 10:26
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BMP's Notes on The IT Pricing Game from Next Level Purchasing and Clear Edge Partners

Okay, so you know how every week in my PI Window on Business radio update on the coming week I say that you just never know what to expect? This week is the perfect example. I attended three webinars, and the one that I didn’t even know about until the day before it happened was the best of all. Read on!

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The Flip Side: Quarterly Business Meetings

“The Flip Side” is a buyers meeting point resource where we take sales training and information, along with direct input form our own undercover sales advisor to bring you a better rounded perspective on your own position.

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The Flip Side: Quarterly Business Meetings

“The Flip Side” is a buyers meeting point resource where we take sales training and information, along with direct input form our own undercover sales advisor to bring you a better rounded perspective on your own position.

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Understanding the Sales Org with "The Sales Guy"

Do you have a question you'd like to ask The Sales Guy?  We've got his ear and he's willing to help. Just send your questions to This email address is being protected from spambots. You need JavaScript enabled to view it. a contact form for the blog and we'll get you an answer.

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“The Sales Guy”: Collaboration v. Information Asymmetry (Part 1)

 

Buyers Meeting Point attends many sales AND procurement webinars/webcasts. One of the interesting things about seeing both sides is that you start to notice trends. Sometimes those trends are aligned, and sometimes… well, read on and see.

 
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Dear Sales Guy...

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

Do you ever stop to think about the fact that most suppliers know their competition better than we do? When you write the questions in an RFP, think about whether any of them reveal who the incumbent is or show a preference for one supplier based on their specific capabilities - all of our efforts to hide suppliers' identities from each other may be a waste. It is a small world.

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Webinar Notes: Are you "Being Qualified"?

No, I did not mistakenly use horrible grammar in the title of this article. Bear with me and you'll see. This week I attended a FLIP SIDE webinar by the TAS Group called "The Competitive Difference - Customer Collaboration and Sales Execution". I have a page or two of notes, and you can listen to the full recording here, but I took one primary thought away from the webinar:

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Tales from the Flip Side

Anyone with experience similar to "The Sales Guy's" has seen some crazy things from procurement people. We've all made mistakes, but from time to time, a mistake is so big, or a tactic fails so poorly that it becomes a life lesson. Read below - and don't miss the moral to the story at the end...

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