Hey Walking Digital Corridors Crew,
This week, we’re cracking the code on one of the most misunderstood players in the sales game: Procurement.
In the latest episode of Walking Digital Corridors, host Alex Abbott sits down with Michael Pearson—a procurement heavyweight whose career spans FMCG, finance, and professional services. Together, they reveal how sales teams can shift procurement from a blocker to a key ally.
💡 Here’s what you’ll walk away with:
1. What Really Drives Procurement Decisions
Spoiler: It’s not just price. Michael uncovers the full decision stack—think risk, sustainability, cultural fit, and quality—so you can position your value where it counts.
2. Why Sales Shouldn’t Ghost Procurement Until the End
Engaging early isn’t just smart—it’s strategic. Learn how to build credibility fast, avoid the classic blunders, and open doors before they close.
3. Negotiation, Rewired
Michael drops insight on how procurement thinks about negotiations—and how to win without racing to the bottom on price.
4. Decoding the Collaboration Signal
Not every procurement process is a checklist exercise. Michael explains how to read the room and lean into the conversations that matter.
🔍 Special Insight:
Want to build instant credibility? Start talking their language. Whether it's AI, ESG, or automation, procurement pros want partners who get it. Be that person.
🎧 Tune in now to reshape how you engage procurement—and unlock opportunities others miss.
Want to connect with Michael?
Check out Inside the Procurement Mind or find him on LinkedIn.
Until next time,
Keep walking those digital corridors—with confidence.
— The Walking Digital Corridors Team
P.S. Loved the episode? Got a hot take? Just hit reply—we’re listening.
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