Part of my supply chain management research involves reading sales books and literature.
I actually love to see how salespeople study us supply chain managers and teach others the secrets of getting us to do business with them. I’ve recently purchased a new sales training book for such a research project: Jill Konrath’s “Selling To Big Companies.”
I’ve spoken to Jill personally once and have exchanged a few emails with her. She is a sharp individual. I even based the PurchTips article “What Salespeople Learn To Say To You” on one of her blog posts.
In “Selling To Big Companies,” it was refreshing to see Jill discuss some of the more current developments in purchasing like supply chain improvements and reverse auctions. Most sales books are far behind in this regard.
In this blog, I’ll post from time to time some of my observations about the book as I make my way through it. One observation that I kind of don’t like, though, is the depiction of a fishing scene on the front cover. I feel like this makes the statement that supply chain managers and purchasers are dumb fish ready to be tricked into making a bad decision.
Unfortunately, this doesn’t represent one of the main concepts that Jill really teaches: that today’s purchasers and supply chain managers demand that sellers bring value to the table or they will be quickly dismissed.
As my research (usually conducted at 10:00PM in my jammies) continues, I’ll share some additional observations. Stay tuned!