Don't think of procurement as the 'dark side', Procurement expert Jens Hentschel tells us we should think of them as the 'bright side'.

Salespeople avoid engaging with anyone in procurement as they see them as a threat or someone that could scupper a deal. They'd rather make a cold prospect call than a call to someone in procurement with an existing prospect.

But times are changing and engaging with them early in the sales process could be more positive than negative.

Jens talks us through the procurement process, new directives and how cost saving above all else is no longer the number one priority.