Blog Decision-making Procurement Sales Training 
Brooks Group
MARCH 7, 2024
Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. Is this deserved?
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.
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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.
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!
MTD Sales Training
DECEMBER 8, 2014
It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The power that each person has can have a larger or lesser effect on the end decision. These are people within the business who may have a say in the decision-maker’s mind.
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