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. Understanding Procurement Manager Challenges Procurement managers are in a unique position.

Procurement 70

Procurement Management Decision-making Sales Training 70

Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Their choices directly shape the direction of the procurement process and determine which solutions are selected. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 95

Value Proposition Procurement Decision-making Stakeholders 95

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. Some committees hum; others are more like a ragtag band of misfits. There are so many things wrong with this approach that it’s hard to know where to start.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. Salespeople can help their prospects by sending them how-to blog posts, offering to run a consultative call, and sending them relevant content resources. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 95

Procurement Decision-making Negotiation Value Proposition 95

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. By being aware of stakeholders’ feelings about your organization, it is possible to mitigate any red flags like lack of engagement, which can prevent loss.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Second, they look for companies that are agile and can make procurement decisions quickly when presented with a compelling case.

Procurement 52

Procurement e-Learning Publishing Decision-making 52