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? Sales professionals who sell in a way that reflects their understanding of this concept will see more success and ultimately close more sales.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Mike Kunkle

FEBRUARY 5, 2023

To the point of those who suggest that sales process is no longer linear, the root cause of that is the fact that the buyers are in control of their journey, timing, budgets, when they respond, and how they work together to decide. Some committees hum; others are more like a ragtag band of misfits. I’d recommend you check it out.

B2B 198

B2B Sales Decision-making Negotiation 198

MTD Sales Training

OCTOBER 5, 2018

It’s easier for a person to say ‘I see the potential supplier first, then we discuss the next stages with a buying and procurement team’ than admit they’re not head honcho in the process. You may not want to discuss any negotiating positions with this person at present. Happy Selling! Sean McPheat. Managing Director.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

MTD Sales Training

JUNE 28, 2017

Your buyer may know they need your product or service, but the amount they are able to invest in their future is limited by their purchasing or procurement department. This will have an effect on the way they approach negotiations and how long it may take to make purchasing decisions. Past Mistakes. Happy Selling! Sean McPheat.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Blog Article. Sales Enablement. Blog Article. Sales Efficiency. Blog Article.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20