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 71

Procurement Management Decision-making Sales Training 71

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 96

Value Proposition Procurement Decision-making Stakeholders 96

Flevy

JUNE 9, 2024

Effective value chain management drives efficiency, reduces time-to-market, and enhances value creation for customers and stakeholders. Procurement secures essential resources, while technology development drives innovation. Customer and patient services enhance user experience and foster long-term relationships.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Account Manager Tips

JUNE 29, 2021

Improve communication. Create contact plans to keep in touch with key stakeholders in your company and your client's. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

AUGUST 14, 2023

If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. You have poor nonverbal communication when meeting. You make unnecessarily drastic and tactless concessions when negotiating.

Negotiation 124

Negotiation Value Proposition Meetings Procurement 124

Hubspot Sales

SEPTEMBER 14, 2023

Coaching Benefits Key Differences Between Sales Coaching and Feedback Feedback serves as a tool for communication and development, and it comes with many benefits. For example, a manager might suggest that a rep who excels at building rapport with procurement stakeholders should ask for referrals from those contacts at other companies.

Procurement 107

Procurement Sales Construction Negotiation 107

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