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. This makes it far more likely they will listen to you—and that you’ll make the sale.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. Make sure that's clear for your prospect.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. All this has changed. Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Account Management Skills

JANUARY 11, 2022

In this episode we talk about making client relationships more profitable. and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. Welcome to Episode 53. Why you need to raise your prices and how to do it.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52