171 | Understanding Today's B2B Buyer, Jack Quarles

There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative ways to work with purchasing and procurement to achieve better results. Listen to this episode and discover: > The biggest challenges or misconceptions people face when it comes to dealing with procurement. > What to say to procurement if they say your prices are too high. > The questions that you can ask to position the conversation around value versus price. > And so much more…