Ep 220: Hitchhiker’s Guide to Procurement & Sales feat. Mike Lander
Update: 2025-07-01
Description
Procurement thinks sales is always trying to sell them something that isn’t what they want, is over priced, or won’t live up to the hype. Sales thinks procurement is deliberately trying to throw a wrench in a long proposal process, only cares about price, and has no feelings at all.
What if they are both wrong?
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Mike Lander. Mike is the CEO of Piscari, a coaching firm that helps sell-side teams improve their negotiating skills, better understand procurement buyers, and - ultimately - arrive at better commercial deals.
Mike speaks from his experience in both sales and procurement about:
- How the two sides perceive each other and why those perceptions are dangerous for everyone
- The importance of understanding where you fit in the other side’s worldview, and how they see your company in return
- The conditions that have to be in place for sales and procurement to create value for both companies at the same time
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