Brooks Group
MARCH 7, 2024
Procurement managers have a reputation for focusing only on price. This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. This makes it far more likely they will listen to you—and that you’ll make the sale.
Red Star Kim
SEPTEMBER 8, 2023
Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.
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Brooks Group
APRIL 9, 2024
Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.
Strategic Account Management Association
OCTOBER 26, 2021
We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. We also needed to make sure senior leaders are aware of these responsibilities to optimize their speed and impact.
KAM With Passion
MARCH 28, 2022
This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Most B2B sales professional qualify a sale as complex when a buying committee is involved in the purchase decision.
Mike Kunkle
FEBRUARY 5, 2023
Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. click the image to see a larger version] This makes sense, right? Some committees hum; others are more like a ragtag band of misfits.
Brooks Group
MARCH 28, 2024
As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.
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