In the FIVIS DEEP DIVES, we distill the best research and real-world practices in B2B relationship management. We focus on how buyers and sellers - Procurement and Sales - win better together.

FIVIS DEEP DIVES Episode 3:

• How do your customers manage their buying journey, and what do you need to know about their procurement approach?

• What today’s procurement professionals are really looking for—and how you can stand out as a supplier.

• Understand what you need to change as sales professionals to step out of your comfort zone and build profitable relationships with procurement that last.

As suppliers and sales professionals, you love to talk about yourselves, your products, your services instead of focusing on what your customers need to become successful.

You impose our CRM process on your customers and ignore how our customers buy.

You often blame procurement when the deal falls through.

In this episode, we challenge sales professionals to do things differently. To reconsider behaviors and to see the procurement counterpart on the customer’s side as an enabler and facilitator to sell more and more profitably.

-------------

Let’s build bridges between procurement and sales – one relationship at a time.

*** Powered by FIVIS.AI ***

In the FIVIS DEEP DIVES, we distill the best research and real-world practices in B2B relationship management. We focus on how buyers and sellers - Procurement and Sales - win better together.

FIVIS DEEP DIVES Episode 2:

• What buyers feel and how procurement manages supplier relationships in crisis mode.

• What suppliers should avoid doing during times of stress.

• Anticipate the buyer’s ways of working and master tough sales conversations.

“Tariffs”, the most beautiful word in the world? – I’ll let you be the judge.

As sales professionals, focus rather on how best to manage customer accounts when your product prices may go up by double digits overnight.

In this episode, learn from an experienced procurement professional and sales trainer on how suppliers can build winning B2B relationships with their customers even during these tough times.

In the spirit of Winston Churchill, who famously said, “Never let a good crisis go to waste”, we will discuss techniques for diffusing tough customer conversations and explore waysto strengthen the relationships with customers, even when raising prices.

-------------

Let’s build bridges between procurement and sales – one relationship at a time.

*** Powered by FIVIS.AI ***

In the FIVIS DEEP DIVES, we distill the best research and real-world practices in B2B relationship management.

We focus on how buyers and sellers - Procurement and Sales - win better together.

FIVIS DEEP DIVES – Episode 1:

• What customer centricity really is (beyond the slogans).

• How to activate a customer-centric mindset in your role.

• Why this mindset is the engine of sustainable, cross-company value. Customer-centricity is a buzzword.

We all are constantly told by our managers to be more focused on our customers’ needs. Unfortunately, our managers haverarely told us what we need to do differently to become more customer-centric.

In this episode, we break down customer-centricity into five actionable elements and show what they mean for both procurement and sales professionals. We explore why a customer-centricity mindset on both sides of the negotiation table is key to building value across company boundaries.

Tune in and take your first steps towards a new mindset to build winning B2B relationships that last.

-------------

Let’s build bridges between procurement and sales – one relationship at a time.

*** Powered by FIVIS.AI ***