I invited Michael to come in and talk to our Strategic Account Directors about Procurement, lifting the lid on ‘the opposition’. The session was awesome. I am not overselling it when I say that the session was the best thing we ever hosted and the video went viral internally.

The session delivered by Michael was highly informative and really opened my team's eyes to how Procurement people think and react to what sales people do or don't do. All delivered in a fun and interesting, jargon-free way. Highly recommended (but not to my competitors).

We’ve had a good run of new sales activity in recent weeks and I’m sure that is in no small part due to a change in mindset by the sales team following your training.

This was one of the most valuable sessions I have done recently. It provided a unique and important perspective of how Procurement works with their stakeholders, research, processes, and with their interactions with salespeople.

The team gained huge candid insight from the session with Michael; his transparency and years of experience were invaluable in the learning session we had with him – I would highly recommend a workshop to all front end teams dealing with the world of procurement

Michael's session was the highlight of our sales offsite day. Really interesting and useful training which my team thoroughly enjoyed and which exceeded my expectations. The section on RFPs (the view from the buyer side and how to respond to them) was particularly helpful. I would definitely recommend to any sales team which has to regularly deal with Procurement people.

Procurement’s an increasing presence in our opportunities and Michael provided insight into the people, processes, and playbooks that we encounter more and more. This was very useful for my team, particularly the less experienced, who still suffer from that cocktail of fear, acquiescence, and resentment that sales people can experience when engaging with structured procurement. Michael helped dispel some of the myth around procurement, gave clarity on what they’re after and how to help them, provided guidance on how to better read the process, and insight in to what it’s like looking over from the other side of the table. All round it was a morning very well spent.

Michael ran two excellent sessions for my US-based teams, focusing on how to work with Procurement. His insights into how to effectively negotiate pricing and understand what motivates most Procurement professionals have led to faster and higher-yielding deal cycles.