This recording from the Value Pro Show features a discussion between Bruce Sheer and Todd Snellgrove centered on the crucial aspect of being “approval ready” in B2B sales, particularly when engaging with procurement. Snellgrove, a value expert, emphasizes the need to proactively demonstrate value to procurement teams, moving beyond a sole focus on price reduction. The conversation explores common misconceptions about procurement’s focus and provides strategies for quantifying and effectively communicating value using business cases, data-driven insights, and a clear understanding of the buyer’s journey. Ultimately, the purpose is to equip sales professionals with actionable techniques to navigate procurement processes successfully by making their value propositions irresistible and securing approvals.
