AMYCUS – Negotiation support for IT sales teams

In 2009 – after 20 years in IT Procurement, I decided to jump the fence and set up a training and mentoring company aimed at helping Sales people.

Having managed an annual software spend of £450million for  a large corporate I saw at first hand how increasingly Procurement is a central part of the decision making process when it comes to large IT projects. Deciding what to buy is often no longer the sole remit of a CIO.

However, most Sales people have been trained on their product features and sales techniques around that – but they have not been trained on how to deal with Procurement.    As a result time is wasted when responding to request for proposals (RFPs) and the language in proposals does not resonate with the decision makers. Deals are lost – and the Sales team doesn’t even know why.

I offer support to IT Sales teams by training them on what Corporate Procurement does and what they are looking for in proposals. I mentor individuals within Sales in how procurement works when they are executing enterprise wide deals or when an account is being developed by being able to virtually read your IT Buyer’s mind.

My offering is one of a “ghost mentor” – your client does not know I exist.

As an introduction to your team I normally first run a two day workshop called “How to Influence Corporate Procurement”. This gets everybody on the same page. It also is an opportunity to discuss actual projects or challenges.

IT Procurement can stop a deal from happening, so you need to understand what drives them.

Please contact me on wanda@amycus.com or 020 3239 6572 to find out more.

In the meantime, please sign up to my free monthly Newsletter called INFLUENCE, to get you started straight away

To your success
Wanda

As an aside – Amycus was a Trojan Fighter – with the Trojan Horse as a secret weapon.