David Hearn

former Head of Indirect Sourcing
Juniper Networks

David Hearn has been leading procurement organizations for the past 25 years. He has led both manufacturing and indirect teams at Sun Microsystems, Kaiser Permanente, and most recently Juniper Networks. In all three companies, he drove the change management of major ERP system replacements (Oracle, SAP, Ariba, Coupa), as well as the business process innovations to become world class in their management of the Source-to-Pay processes. David is now providing advisory services to CPO's, procurement professionals, and suppliers to help them maximize their mutual value-add.

Check out the incredible speaker line-up to see who will be joining David.

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PROCUREMENT NOW: Value, Innovation and Technology - PRACTITIONERS ONLY MORNING

Monday, April 2nd, 2018

12:35 Presentation: Sell It! Using Sales Techniques To Sell Procurement To Internal Customers

In a non-mandated environment, procurement has to consistently sell their value to their category owners and stakeholders. However, most people working in procurement rarely include sales as part of their career path. As a result, they miss out on gaining a unique perspective that will ultimately make them stronger procurement professionals. Once you have insight into the inner workings of the sales process, you will be able to build more trust and obtain more wins for your organization. In this presentation, attendees will learn about the side of sales they don't see:

•What sales execs are taught to build trust

•How a sales organization gathers data & builds leverage

•How they approach a contract negotiation

•How sales teams are compensated