This excerpt from the “Value Pro Show” introduces a three-part webinar series focused on B2B selling in uncertain economic times, specifically exploring the buyer’s perspective, particularly within procurement. The speakers, including a former procurement executive and a value-based selling expert, emphasize the challenges faced by buyers, such as increased pressure to avoid mistakes, budget cuts, and a focus on cost-cutting (value capture) over innovation (value creation). A key takeaway is the significant opportunity for sellers to proactively partner with procurement, providing data-backed solutions, quantifiable ROI, and a clear business case to help buyers navigate internal pressures and champion their solutions.
