Customers are particularly good at channeling your sales people to procurement. No matter how good you or your sales people can be at “Value Selling”, it will never work with procurement for a very simple reason: Procurement is trained and incentivized to ignore value-based arguments.
What if you could have your value “Recognized”? What if the people you talk to will see the value you bring? What if you could then demonstrate the impact of your solution on the results that the Value Buyer is responsible for?
This is what we call Value Recognition: Talking to the right person and demonstrating undisputedly how your efforts impact their results.