Wednesday, July 21 | 3:00 – 3:45 p.m. E.T.

Sales and procurement are, by nature, fierce opponents. Sales teams have now become accustomed to this contentious dynamic, often with the expectation that the next encounter with their procurement nemesis will be a struggle. This challenge has grown even more daunting in the face of primarily virtual communications, yet these relationships have become more important than ever. So, as sales professionals, what can we do to shift the paradigm into a more collaborative direction?

During this Training Industry Leader Talk session, Harry Kendlbacher, CEO of Global Performance Group, and Ron D’Andrea, COO of Global Performance Group, will bring insights into how procurement organizations operate, how to counter some of the most common procurement tactics, and how to enhance collaboration with the aim of getting sales and procurement teams to work side by side.

This interactive session will provide easy-to-understand insights on:

• Procurement scope and mission growth.
• Procurement key performance indicators (KPIs).
• Dealing with commodity positioning.
• Countering common procurement tactics.

View full agenda.

Speaker

Harry Kendlbacher, CEO, Global Performance Group Harry Kendlbacher is the CEO, managing partner, and a founder of Global Performance Group. With over 20 years of experience in the sales, negotiation and organizational development industry, Harry has helped Fortune 500 organizations implement behavior change approaches to embed a culture of courage, innovation and collaboration within sales, leadership and procurement teams.Prior to Global Performance Group, Harry worked at BayGroup International as the managing director for EMEA, overseeing all aspects of the firm outside of the U.S. Harry enjoys keeping fit by running, biking and swimming, competing in triathlons and spending time with his family in Salzburg, Austria.

Ron D’Andrea, COO, Global Performance Group Ron D’Andrea is the COO, managing partner, and a founder of Global Performance Group. Having worked in the performance improvement field for over 30 years, he has a deep understanding of program design – its development, implementation, marketing and related management consulting, especially with respect to sales, negotiation, communication skills, cross-functional teamwork and conflict resolution. Ron’s understanding of communication has allowed him to aid a global energy service provider to achieve a 151:1 ROI on deals closed just after two months.Ron’s experience as the executive vice president at The Executive Technique and president of BayGroup International has enabled him to implement and execute the GPG behavior change process within global clients effectively and with high ROI. When he isn’t working, Ron enjoys exercising, travelling and spending time with his family in Darien, Connecticut.