"Highly recommend it to improve selling skills"
Very practical training based on neuroscience, I enjoyed the interactions and highly recommend it to improve selling skills
Scott
Seller/Learner
"Selling Beyond Procurement changed my thought process..."
"Selling Beyond Procurement changed my thought process on how to engage my customer’s subconscious and provide value in more ways than my pitch."
Jarrett
Seller/Learner
Neuroscience-based
Immediately Applicable
AI-Accelerated
Sound Familiar? You're Not Alone
Hi! If you're reading this, I'm going to make a few assumptions…
You're a sales leader committed to equipping your team with the best resources to achieve your company's goals. And your sales team is probably experiencing some of these challenges:
Your sellers are stuck in procurement, unable to break out...
Sellers chasing quotes, defending price, and reacting to bid cycles — while the real decisions are being shaped elsewhere in the customer organization
Your sellers are blocked from meeting the real decision makers
Endless requests for more documentation that drags out the process
Forced to compete on price instead of value
The harsh reality is that no matter how brilliant your product is, if you can't get through procurement, you'll never create true differentiation and reach the decision-makers that'll say yes to the deal.
​
But the thing is...
Your Sellers Are Fighting an Unfair Battle
The game is changing fast...
1. AI is changing the game. Your sellers face an obstacle that never existed before. Very soon procurement teams leveraging "AI-powered Should Cost Models" will know your production costs, anchor negotiations on your cost structure, and push relentlessly for concessions. In fact, "Should Cost Models" are available on ChatGPT or Grok today if you know how to prompt.
These models don't need to be accurate. The conversation immediately shifts to your cost.
Without a strategic process to address this, your sellers get labeled as "just another salesperson"... easily dismissed or indefinitely stalled in a digital waiting room.
Covid destroyed your networks...
2. Prior to COVID, experienced sellers had built value generating relationships between selling and buying organizations... their golden keys to unlock any door.
​
But when COVID hit, it forced out many of those experienced sellers and obliterated years of carefully nurtured connections.
So a whole generation of mentors disappeared, leaving a new generation of sellers facing a procurement labyrinth without a map.
The companies who solve this procurement challenge first will secure a significant competitive advantage for years to come.
I think It's almost unfair to send our sales teams to face AI-equipped procurement without established networks or seasoned mentors—armed only with generic sales training based on 50-year-old principles.
These odds would challenge even the most skilled salesperson...
Say hello to the new way of selling in the AI Era
But what if you could change the dynamic and give your team such an advantage that procurement couldn't turn them down—and might even become your biggest ally?
What most sellers don't realize is that bypassing procurement requires a completely different approach than closing a deal. It's not about closing techniques, persistence, or pressure—those days are gone.
Therefore, a new approach is needed.
It requires a process that leverages psychology and universal human behavior.
Please allow me to introduce...
Selling Beyond Procurement
This breakthrough program is the first sales training specifically designed to help your team win over modern procurement professionals.
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We've discarded the old playbook of guesswork and theory. And replaced it with a modern system for the new era of sales.
Here's What's It's Designed to Do For Your Sales Team...
Transform procurement into true allies
Dramatically accelerate your sales cycle
Significantly increase your close rates when others are still waiting for callbacks
Boost team confidence and overall performance
Gain a sustainable competitive advantage and secure networks for years to come — while competitors remain stuck at procurement's door
"The training provided by Zoes Business Consulting was truly excellent"
“The training provided by Zoes Business Consulting was truly excellent. Tom Zoes worked extensively with management leading up to the session to ensure that the training was tailored to both the industry we serve and the particular functional improvements targeted for the team. The group came away from the meeting energized and armed with new insights and tools to be better sellers. I would highly recommend Tom for any commercial leader looking to get teams to think more deeply about how to be relevant – and successful – with customers”
Dupont NA
Sales Director
“Selling Beyond Procurement " is the First Sales Training Focused on Transforming Procurement Into Your Ally...
...Making it easier for your team to win the deal...and securing the network into the customer organization, yielding you a competitive advantage for years to come...
Traditional Sales Training
Generic sales techniques that treat procurement as just another objection to overcome
Based on outdated persuasion tactics developed in the 1970s that rely on pressure and persistence
Requires weeks or months of practice before seeing results, with a steep learning curve
Manual processes that rely on seller memory and inconsistent application
Generic role-plays with hypothetical scenarios that rarely match your actual selling situations
Passively waiting for buyer networks to naturally reform after COVID disruptions, missing critical early connection opportunities
Selling Beyond Procurement
The ONLY Sales training focused specifically on building value-generating networks, powered by neuroscience and fully customized to the client
Built on cutting-edge neuroscience and predictable human behavior patterns that create genuine alignment rather than resistance
Immediately applicable strategies and tools that can be implemented the very next day on current deals in your pipeline
AI-accelerated implementation that provides real-time guidance, personalized recommendations, and automated follow-up sequences
Direct application to your current accounts and opportunities, creating immediate ROI on stalled deals
Provides a strategic framework to rapidly rebuild and establish new networks within buyer organizations, securing a first-mover advantage that will yield competitive benefits for years to come
"Skills they can apply immediately to enhance their performance"
"This program equips Sales professionals at all levels with practical concepts and skills they can apply immediately to enhance their performance."
Geoff
Seller/Learner
"This training has equipped me with a wealth of actionable strategies"
"As a budding account manager, this training has equipped me with a wealth of actionable strategies to enhance my relationships with customers. I left feeling inspired and confident that the steps I plan to take will lead to greater success."
Brandon
Seller/Learner
The simple steps to help your team transform procurement into your biggest ally
Your Plan To "Selling Beyond Procurement"
Schedule a Quick Interview
Get started w/ a quick interview w/ Tom. Let him know your desired outcomes
Receive a Training Plan Tailored to Your Needs
Your sales team will walk away with a detailed plan to bypass procurement the very next day. And a repeatable process for all new accounts in the future.
Rollout Plan and Watch Your Team Close More Sales
Watch your sales team transform procurement into their ally... close the sale and secure the network in the buyer organization. Yielding competitive advantages for years to come
Hi, I'm Tom...
Over my 32-year career, I’ve had the opportunity to serve both as an individual contributor and as a leader—across engineering, technical service, procurement, business management, and sales, responsible for contracts >$100's millions and winning a few sales excellence awards along the way.
I’ve seen firsthand how things really work inside organizations—how buying and selling decisions are made, how internal processes are built, why they function the way they do, and where they tend to break down.​​
Cracking the code...
I believe I’ve cracked one of the hardest challenges in modern sales: transforming procurement from a gatekeeper into one of your most powerful allies.
​
My success with procurement was far from instant. And it came only after many failures. And it wasn’t the results of special talents or insider connections either. It came from a breakthrough in understanding how procurement professionals actually think…and how to transform the relationship into something valuable for them
And with this knowledge, I systematically started building out a process for how to maximize the value for procurement…
So instead of “another salesman” I became a powerful ally.
And as I refined my process, something remarkable happened: procurement teams began advocating for me. They connected me with the decision-makers, surfaced new opportunities, and came to me first with emerging new needs.
I had changed their role. They weren’t defending the organization from sales noise — they introduced a trusted resource that made them look good…and helped the business thrive.
And this the transformation your team will discover when you join Selling Beyond Procurement.
It works in any industry...
A further validation of why it works came when I had a rare chance to interview 10 other senior Fortune 100 "Trusted Advisor" senior sellers, with a combined experience of > 280 years. And most of them multi-award winners.
And what I discovered was that there were more similarities than differences. They were all using a psychological process similar to mine to bypass any procurement barriers…
…even though their careers spanned different industries, functions, and roles.
So in conclusion. When you understand the psychology of the procurement professionals…
And when you know how to maximize the value for them and their organization…
Procurement won’t see you as “another salesman.” You become their ally and trusted partner that they’ll actively try to help.
And that’s the intention with Selling Beyond Procurement. To equip your sellers with a complete process to not only bypass procurement…but to transform them into an ally and trusted partner.
What Others Are Saying…
He is one of the most capable sales professionals I have worked with
I have had the pleasure of working beside Tom for five years and can say he is one of the most capable sales professionals I have worked with. Tom is highly experienced in managing large client accounts. He has a great ability to take a complicated situation and simplify it into manageable parts both for internal teams and customers so that the right decisions can be made for both parties.
Jeremy Walraven
Global Product Director
How to build teams to drive sustainable results for any organization
Tom’s practical approach to value selling is based on years of honing his own fundamental skills of building trusting, long-lasting relationships through active listening, understanding unmet needs, and developing win-win solutions. Tom’s experience in commercial leadership afforded him the clarity of what success in sales looks like and hence, on how to build teams to drive positive sustainable results for any organization.
Tim Pajk
NA Sales Director (ret.)