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 68

Procurement Management Decision-making Sales Training 68

Red Star Kim

SEPTEMBER 8, 2023

Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Often, pricing becomes the focus of these negotiations. Pricing is one of the five considerations for procurement Do You Know what the Five Rights of Procurement are?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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 93

Value Proposition Procurement Decision-making Stakeholders 93

Hubspot Sales

AUGUST 14, 2023

to be the basis of your entire value proposition, and you don't want to attract buyers only shopping around for the cheapest price. 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.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Account Manager Tips

JUNE 29, 2021

Demonstrate that you value your client's business. Improve communication. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. To address these concerns, your sellers can focus on how your reliable supply chain and superior product quality reduces downtime and total cost of ownership.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

SalesGlobe

JULY 13, 2022

And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts. So we’re kind of selling to procurement. It’s a really important point. Michelle Seger. When I’m making purchases. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52