Buyer-Proof Selling: How To Interact & Negotiate With Modern Procurement

Once you learn how buyers think, you’ll never sell the same way again. Most salespeople still see procurement as a gatekeeper — or worse, the enemy. But what if your biggest blocker could become your strongest ally? In this eye-opening session, Manu Matthyssens, invites you into the mindset of the modern buyer. You’ll discover:

• How procurement has evolved — and what today’s buyers actually care about
• The performance areas and KPIs that drive buyer decisions
• Why it’s not about your product or your personal relationship
• How to align with procurement’s value chain and sustainability goals
• What SRM means from the buyer’s side — and how it mirrors your CRM
• Best practices from real companies that cracked the code
• Walk away with a sharper understanding of the buyer’s agenda, tools to have more impactful meetings, and strategies to build long-term relationships with organizations — not just individuals.