Blog Decision-making Negotiation Procurement 
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.
PandaDoc
OCTOBER 5, 2021
Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?
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.
MTD Sales Training
OCTOBER 5, 2018
No, but maybe they are claiming to have more power than they really have in the decision-making process. Either way, it makes you look silly when you are attempting to close with someone who actually doesn’t have the authority you had originally assumed. 2) Make sure your research is complete and accurate. Happy Selling!
MTD Sales Training
JUNE 28, 2017
Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture. Past Mistakes. Past Mistakes. Happy Selling!
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