Decision-making Download Facilitation Procurement 
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.
Account Management Skills
JANUARY 25, 2022
I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. So welcome Iris and Jess. Wonderful, Jess. Jess 02:35.
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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.
Account Management Skills
JUNE 8, 2021
One of the things that account managers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. So don’t fall foul of that and make sure that you do that research to start with.
Cosawi
DECEMBER 28, 2021
We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. Strategic account management is a team sport, and the sponsor needs to help to facilitate this team mindset. . Clearly defining the executive sponsor role.
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